Regression model of sales manager behavior: Forecast and experimental confirmation

The aim of our study was to create a rapid computer test for the selection of a sales manager with a prognostic estimate of the expected turnover. The methodology of such testing assumed the selection of the most significant criteria of employers, the formation of an adequate typological model of the manager’s personality (personality type, character, and intelligence), the search of the inflection point in the test results and the formation of the regression equation of the expected turnover on their basis. Formed from 82% of employers’ requirements, a regression equation based on 5 short tests 72 sales managers gave an expected turnover of a manager who had a correlation coefficient with a real turnover of r=0.89. This indicator turned out to be high due to the fact that in each studied characteristic they found an inflection point in the test results which was taken as 100%. The typological model of the structure of personality based on the Myers-Briggs personality types, character and intelligence types allows solving the problem of selecting a sales manager economically and efficiently. However, the difficulties of self-identification of the person being tested make it difficult to automate this process.