Construct/rational biodata dimensions to predict salesperson performance: Report on the US Department of Labor sales study

The U.S. Department of Labor's Assessment Research and Development Program proposed the Validation Methods Research Project to correct many of the pro blems noted by the National Academy of Sciences (NAS) with the use of the G eneral Aptitude Test Battery (GATB) as a tool for screening and referring a pplicants to prospective employers. One of the project's goals was the deve lopment of a biodata form as a supplement to the GATB due to evidence for b iodata's validity, in particular its incremental validity over that obtaine d with cognitive ability tests, and its low adverse impact. Results of the study to develop and validate a biodata measure (Salesperson Biodata Questi onnaire; SBQ) to select salespersons are provided. A construct-rational app roach was used in construction of the SBQ, and a concurrent validation stud y was conducted to evaluate the validity of a revised form of the GATB and the SBQ. The SBQ showed significant incremental validities over the GATE fo r predicting four performance composites and Overall Performance. Leadershi p, Self-Motivation, Dependability, and Multi-tasking Ability were the stron gest predictors of salesperson job performance. The value of the multivaria te framework and several patterns of relationships that emerged in the stud y are discussed.