In my last post I described our customer service test and the kinds of personality traits that it measures. People who have high levels of cooperativeness, patience, and personal diplomacy tend to be well suited for customer service roles. The use of personality tests is even more widespread, however, in helping select salespeople, because there's a lot of research that shows that people with certain personality traits tend to be successful in sales roles across a wide range of industries. Most personality tests that are designed to help select salespeople look for outgoing, fairly aggressive people that tend to be competitve and highly motivated. This general profile of a stereotypical sales professional is probably not all that surprising. But what kinds of research underlies this type of "sales profiling?"