Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance

Use of competency models has exploded in recent years. Unfortunately, the empirical research to validate such systems is scarce. This study explores the relationship between Competency-based Performance Management Systems and sales performance to determine whether the use of these systems increases performance. Performance data from sales representatives in a medical products company were examined to determine changes in performance following the introduction of the Competency-based Performance Management System (N=64). Correlations with performance were obtained for each competency dimension to determine if any factors were highly correlated with performance and if state-factors were more positively correlated with performance than trait-factors (N=66). The study found no significant relationship between implementation of a Competency-based Performance Management System and sales performance. Also state-factors were not more positively correlated with sales performance than trait-factors.

Grantor dc:publisher

University of North Texas

Year dc:date

2000

Author dc:creator

• Lynch, Ronald

Contributors dc:contributor

• Johnson, Douglas A.
• Beyerlein, Michael
• Stevens, Sean

• Sales management.
• trait-factors
• competency models
• sales performance
• state-factors

Statement dc:rights

• Public
• Copyright
• Lynch, Ronald
• Copyright is held by the author, unless otherwise noted. All rights reserved.

Language dc:language

English

Identifier

oclc: 47195876
untcat: b2300837
https://digital.library.unt.edu/ark:/67531/metadc2463/
ark: ark:/67531/metadc2463

OAI identifier oai:identifier

info:ark/67531/metadc2463