USING CALIPER TO PREDICT PERFORMANCE OF SALESPEOPLE

Reports that concern with selection of high-performing salespeople has a long pedigree, but the results of research have not been encouragin g. 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 ma nagers in that company appraised the sample and the Caliper prediction s. There was, however, little relationship between the salespeople qua ntified performance against agreed sales targets and the predictions o f that instrument. Thus Caliper predicted better the managers' assessm ent of overall performance. Advances a number of methodological consid erations are advanced with a view to exploring the subject further.