Correlates of Objective Performance Among Computer Salespeople: Tenure, Work Activities, and Turnover

Kerber, Kenneth W.; Campbell, James P.
November 1987
Journal of Personal Selling & Sales Management;Nov87, Vol. 7 Issue 3, p39
Academic Journal
The article discusses a study which explored the correlates of objective sales performance in a sample of computer salespeople. In the study, participants worked under a clearly defined incentive system where compensation was based largely on commissions given in proportion to sales performance. Under these conditions, researchers expect that poor performers will be more likely to leave the organization. However, the relation between performance and turnover may be statistically significant only after some time has passed between the measurement of performance and subsequent turnover. In the absence of previous research, the required length of time is unknown and may vary for different occupations and organizations. Because the sales cycle for major computer purchases may be as long as one year or more, turnover in the present study was assessed at 6, 12, 18, and 24 months after the measurement of sales performance. The article also examines the proportion of time devoted to various work activities by sales personnel and relate the use of time to several objective measures of performance. The relation between time spent on major work activities and sales performance undoubtedly is complex.


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