LDP Sales Study Published in International Journal

After a collaborative effort spanning two years of research, a study has confirmed the link between scores on the Leading Dimensions Profile (LDP) and sales force performance. The study was recently published in the International Journal of Sales, Retailing and Marketing (Volume 4, Number 3, 2015). The article, The Psychometric Validation of a Generalizable Sales Potential Profile, involved researchers from Leading Dimensions Consulting (Dr. Douglas Waldo), the University of South Florida (Dr. Georgia Malan, Dr. Cihan Cobanoglu, and Dr. Wan Yang), and LeTourneau University (Dr. Robert Wharton).

This study investigated the validation of a psychometric behavioral model, designed to support employment selection decisions within a sales force. Research findings were derived from 204 participants in four distinct industries: financial services, automobile, staffing/temporary placement, and hospitality/timeshare. Participants completed the LDP, a web-based personality inventory; the outcomes were then compared with performance measures provided by the participants’ respective employers. Leveraging advanced psychometric techniques, researchers derived a scoring model (sales profile) based on participants’ LDP outcomes. The sales profile yielded statistically significant correlation with employer-provided performance criteria. Further, the model exhibited statistically significant findings as a screening device. The findings suggest that the sales profile model could serve as a criterion-validated predictor for a variety of employment decisions.

The full text of the article can be accessed via:

http://www.ijsrm.com/IJSRM/Current_&_Past_Issues_files/IJSRM4-3.pdf

The International Journal of Sales, Retailing and Marketing is devoted to the exploration and contribution of the knowledge about dynamic areas of sales, marketing and retailing by publishing theoretical and empirical scientific articles from various countries and with different approaches. As the Journal covers the large field of interest, it is designed to examine topics such as new trends in retailing, the relationships between members of the supply chains and distribution channels, green tailing, e-commerce, customer relationship management, management of services, branding, and similar fields. It will serve as the valuable forum for the exchange and dissemination of knowledge based on thought and results of empirical research between academicians, researchers, retailing managers, marketing & sales executives, and all those that are actively involved in any aspect of marketing, sales and retailing, as well as to those that wish to be informed about the progress and current trends in those fields.

For more information, please contact Dr. Douglas Waldo, SPHR, SHRM-SCP at doug.waldo@leadingdimensions.com.