| Description |
This paper sets out to determine what drives top sales performance in technology companies. Specifically, this analysis focuses on characteristics of the salespeople in one software company and excludes factors such as the company's incentive structure, customer concentration within regions serviced, products sold, etc., with the hope to identify qualities that recruiters can select for, ultimately informing hiring processes and improving efficiencies. I use certain sales and personnel data obtained from a software company. I find that, of the characteristics observed, a salesperson's tenure at their company and level of education obtained are the only observable characteristics that have a significant effect on reaching individual sales quotas. I include a discussion of this company's idiosyncrasies as well as commentary on the implications of my findings. |
