Sales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires

Landau, Jacqueline C.; Werbel, James D.
September 1995
Journal of Personal Selling & Sales Management;Fall95, Vol. 15 Issue 4, p33
Academic Journal
This study investigated the relationship of information-seeking from managers and coworkers, number of prospecting methods used, and number of joint sales calls the new hire went on with managers and coworkers to sales productivity during the first six months of employment. This study also investigated whether age was directly related to sales productivity, indirectly related through its influence on the other independent variables, or moderated the relationship between the independent variables and sales productivity. Results showed that age and going on joint sales calls with managers and coworkers were positively related to sales productivity. Age also served as a moderator. Older new hires who used a variety of prospecting techniques, and younger new hires who asked their peers for information about job and organizational procedures were better performers. The implications of these results for organizations are discussed.


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