Case Studies

SalesAP Predicts Performance for Real Estate Salespeople

Challenge: A real estate company wanted to hire more effective salespeople.

Solution: The company used the Sales Achievement Predictor to assess its existing salesforce. A total of 156 salespeople were given the SalesAP. Test scores were then compared to detailed performance ratings assigned by supervisors.

Results: The study showed a very strong correlation between test performance and job performance (as measured by supervisor's ratings.) The SalesAP measures 18 personality traits that are related to performance for salespeople, and 17 of the 18 showed a positive correlation with overall performance rankings assigned by supervisors. Correlations between test scores and job performance were especially strong for those traits that factor into the SalesAP overall recommendation. For example, Sales Disposition (.41), Initiative-Cold-Calling (.45), Achievement (.53) and Competitiveness (.38) all showed strong, statistically meaningful correlation coefficients with supervisor's overall performance rankings.

The table below shows all the correlations between various SalesAP traits and job performance. Correlation coefficients are a measure of the strength of the relationship between two variables, and can range from -1.0 (perfect inverse correlation) to +1.0 (perfect positive correlation.)

Correlations Between SalesAP Scores and Supervisor Ratings for Real Estate Salespeople

N = 156.