Improving salesforce performance: A meta-analytic investigation of the effectiveness and utility of personnel selection procedures and training interventions

Research on the effectiveness in improving salesforce performance through p ersonnel selection procedures and training interventions was examined by me ta-analytic techniques applied with 157 predictor-criterion effect sizes in volving selection procedures and 12 effect sizes involving training interve ntions. Significant effect sizes, on average, were obtained for (a) composi te-domain assessment against both subjective (ratings) and objective (sales performance) criteria, (b) single-domain assessment against both criterion types, and (c) training interventions with respect to both criterion types combined. Significant variability was found among individual effect sizes within all categories of aggregation. Of the six specific categories of sin gle-domain assessment considered, five yielded significant validity for eac h of the two criterion types. Follow-up utility analyses revealed improveme nts in sales productivity of from 14.8% to 34.1% for selection procedures a nd of 23.1% for training. Associated dollar-based utility estimates indicat ed particularly substantial dollar gains for organizations employing compos ite-domain selection with rigorous selection ratios, and lesser, but still substantial, gains from single-domain selection with rigorous selection rat ios, and from training interventions. (C) 2001 John Wiley & Sons, Inc.