Testing antecedents to sales performance in postapartheid era: a field study

The predictors of objectively measured sales performance were assessed with 245 sales representatives from a large South African life insurance company. Sales representatives completed measures of their locus of control, entrepreneurial attitudes, biographical history, and performance was assessed from company records of sales, net commissions earned, and lapse ratios. The nature of employment contract, job status, and race explained significant differences in performance outcomes. The predictive nature of locus of control and entrepreneurial attitudes for performance outcomes was tested using structural equation modeling procedures, with limited validity. The implications for research and practice are also discussed.