AQ Studies:
Sun Microsystems

ALL VALIDATION STUDIES
  • Sample
    120 account executives and sales managers from the Western U.S.

Overview

This study examined the extent to which AQ or its CORE dimensions predicted sales performance in adverse times. It also assessed the extent to which training improved AQ and CORE, as well as the relationship between improvement and overall performance.

Two methods were used to measure performance — a general rating scale and sales as a percentage of quota.

Results

  • AQ is a robust predictor and driver of performance and sales resilience
  • AQ training substantially improves overall AQ and CORE profiles
  • AQ helps drive sales results, especially in demanding markets / industries 
Mean AQ ScoreAQ Measurement
151First (pre-training)
183Second (post-training)

Results

  • AQ is a robust predictor and driver of performance and sales resilience
  • AQ training substantially improves overall AQ and CORE profiles
  • AQ helps drive sales results, especially in demanding markets / industries 
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Mean AQ ScoreAQ Measurement
151First (pre-training)
183Second (post-training)