The Relationship Between Personality And Sales Performance In An Organisation

Salesperson of a Company is considered as a role player in marketing and selling its products. However, salespersons only contribute to a small growth for the industry which is19.3%in terms of assets of the Company in Uganda. The purpose of this study is to investigate the relationship between personality and sales performance of Startimes DTV (U) limited. Three personality dimensions were used, i.e., self-efficacy, self-monitoring and locus of control and how these factors are related to sales performance. Using a stratified random sampling, a sample of79respondents was selected to participate in the study. Two of the three personality dimensions were found to be positively related to sales performance, i.e. Self-efficacy and self-monitoring, while locus of control was found to be inversely related to sales performance. As a conclusion, this research shown that Startimes sales representatives have high self-efficacy and self-monitoring attributes to perform better in their sales performance.