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Tag Archives: five factor model

Personality and sales performance

By Ricki Sharpe | Published: March 27, 2008

Most psychologists, at least those involved in selection, have at sometime in their career tried to discover the Holy Grail of personality testing: that is to identify the personality of the successful salesperson. Many have turned their endeavours into lucrative businesses, some with much smoke and mirrors, and quite a bit of snake oil. But the search goes on, with frustrated sales managers moving on to the next big thing.

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It ain’t necessarily so

By Ricki Sharpe | Published: December 5, 2007

Contented employees perform well, unhappy ones don’t. It seems simple enough. But now, Nathan Bowling at Wright State University, Ohio, has upset the party. His new analysis suggests the relationship between satisfaction and performance at work is largely spurious, with both factors having more to do with an employee’s personality and self-esteem than they have to do with each other.

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Hell, we are all the same!

By Ricki Sharpe | Published: September 13, 2007

We all recognise that there are consistent differences among people we know well. For instance, some people are more outgoing than others, some are more organised than others, and some are more independent. For most people, these personality traits or behavioural characteristics are consistent both over time and over many situations. Despite widespread general agreement that this is so, until recently psychologists have not agreed on the number and nature of these traits or characteristics. But this is no longer the case.

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