Using Caliper to predict performance of salespeople

Abstract

Reports that concern with selection of high‐performing salespeople has a long pedigree, but the results of research have not been encouraging. Test one composite instrument, the Caliper Profile, on a sample of 90 salespeople employed by a company in the financial services sector. After comparing the predictions of the instrument against the records, it was concluded that there was some consistency between how line managers in that company appraised the sample and the Caliper predictions. There was, however, little relationship between the salespeople quantified performance against agreed sales targets and the predictions of that instrument. Thus Caliper predicted better the managers’ assessment of overall performance. Advances a number of methodological considerations are advanced with a view to exploring the subject further.

Citation

Kangis, P. and Lago, H. (1997), "Using Caliper to predict performance of salespeople", International Journal of Manpower, Vol. 18 No. 7, pp. 565-575. https://doi.org/10.1108/01437729710186428