Optimal stimulation level: Evidence relating to the role of OSL in predicting sales personnel performance

The effectiveness of the selection process used by organizations to recruit new sales personnel is dependent on knowing what qualities to look for in a recruit. One popular approach in screening sales personnel has been the use of personality tests. The concept of optimal stimulation level (OSL) is proposed, in addition, as a discriminating variable in the selection process. According to this view, recruits characterized as high sensation seekers are thought of as having a higher probability of success in sales performance than low sensation seekers. An empirical study that dealt with sales personnel from 4 major real estate agencies was conducted to ascertain correlations between levels of sensation seeking and sales performance. Evidence from the study confirms that OSL correlates positively with sales performance. Variation in the level of sensation seeking can easily be measured through a number of available standardized inventories such as the Zuckerman's (1964) general sensation seeking scale (GSS).