The role of managers in driving effective paid media strategies in an advertising agency

Purpose: This study investigates the relationship between impulsivity and the performance of information technology (IT) sales professionals. Originality/value: Sales performance has been a relevant topic of interest. Although many studies can be found on the subject, few specifically address the correlation between the personality of sales professionals and IT sales performance. Previous research indicates a link between individual personality and work performance, particularly regarding extroversion, agreeableness, conscientiousness, and openness. Design/methodology/approach: We surveyed 201 IT sales professionals to gather data on their personality traits and sales performance. The analysis examines the relationships between latent variables and their indicators using the PSL-SEM method. Findings: The results demonstrated that impulsivity significantly impacts IT sales performance. The study also found evidence of the predictability of the performance of IT sales professionals by analyzing their personality traits. Therefore, firms will benefit from considering impulsivity in their hiring processes of sales professionals. Likewise, the training of these professionals can also benefit from this knowledge, adjusting the individuals’ characteristics and consequently enhancing sales performance.