Examining the effects of salespeople's personality traits and personal values on sales performance

Due to the unique structure of the sales business, it is seen that it is affected by individual factors. Personality traits and personal values from individual factors focus on our study due to their inclusive structure. The effects of personality traits and personal values on sales performance are examined within the framework of the Five Factor Personality Traits Model and Schwartz Value Theory. Besides the effect of personality traits and personal values on subjective sales performance, the mediating role of personal values in the relationship between personality traits and sales performance is tested. In the analysis performed with the PLS method, personality, values and sales performance are measured formatively. The analysis results confirm the positive effect of personality traits and personal values on sales performance and the mediating role of personal values.