Personality and Sales Performance: Situational Variation and Interactions between Traits

Recognizing that associations between personality and job performance can depend on situational characteristics, three samples of proactive, commission‐earning sales‐people were studied. Objective sales were found to be a function of individuals' Achievement Orientation and Potency, but also of low Agreeableness. Associations with Conscientiousness were not contingent on the level of other Big Five characteristics.