Predictors of Sales Manager Performance: An Empirical Study

This study examines and tests the relationship between a set of predictor variables and sales managers’ performance. The variables utilized were based upon previous empirical studies dealing with sales and sales managers’ performance. The data used was collected from full-time sales managers working for a large midwestern multi-line insurance company. The results provide some unique insights into characteristics of effective sales managers. The implications provide additional guidance for hiring and/or promoting sales managers, and for evaluating their performance.