Figure 218 Oct 2026From “What drives salesperson performance?”

A driver claim record

Write down the driver, the measure, the evidence, the context, what lies outside the salesperson and the test before acting on a ranking.

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Figure 2A driver claim record

Source: Author's decision worksheet. The driver field follows Verbeke et al. (2011), p. 409, Table 1; the measure and context fields follow Verbeke et al. (2011), pp. 415 to 417 and 419 to 420, and Hunter and Perreault (2007), pp. 19 and 30; the evidence field follows Verbeke et al. (2011), pp. 414, 418 and 425; the outside field follows Hunter and Perreault (2007), p. 30. The test field is the author's. The fields are reader inputs; no company data is supplied.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-what-drives-salesperson-performance-fig02.png

Source and evidence

Each line names a claim related to this exhibit, its source, and how it was checked.

B SPERF-OWN-C4 A driver claim is recorded as one row: the driver and its definition, the performance measure and who supplied it, whether the evidence is a correlation or a tested change, whether the context matches, what lies outside the salesperson, and the test; illustrated with a hypothetical B2B software certification judged on bookings against quota and manager ratings and tested by drawing lots for which teams are certified first and comparing the change in both measures from the quarter before with the change in teams certified two sales cycles later, over the same period. Untested.Author worksheet grounded in VDV11-C3, VDV11-C5, VDV11-C6 and HP07-C2

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

From the essay

Revenue operations & AI

What drives salesperson performance?

A meta-analysis of 268 studies marked four of 18 driver categories as significant correlates of salesperson performance. A ranking, not a proven cause.

18 Oct 2026

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APA 7

Isoglu, S. (2026). A driver claim record [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-drives-salesperson-performance-fig02/

BibTeX

@misc{isoglu-2026-what-drives-salesperson-performance-fig02,
  author = {Isoglu, Sinan},
  title = {{A driver claim record}},
  year = {2026},
  howpublished = {Figure 2, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-drives-salesperson-performance-fig02/},
  note = {From the essay {What drives salesperson performance?}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-drives-salesperson-performance-fig02/">
    <img src="https://isoglu.com/social/isoglu-2026-what-drives-salesperson-performance-fig02.png" alt="Figure 2: A driver claim record" width="3200" height="2400">
  </a>
  <figcaption>Figure 2: A driver claim record. Source: Author&#39;s decision worksheet. The driver field follows Verbeke et al. (2011), p. 409, Table 1; the measure and context fields follow Verbeke et al. (2011), pp. 415 to 417 and 419 to 420, and Hunter and Perreault (2007), pp. 19 and 30; the evidence field follows Verbeke et al. (2011), pp. 414, 418 and 425; the outside field follows Hunter and Perreault (2007), p. 30. The test field is the author&#39;s. The fields are reader inputs; no company data is supplied. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-drives-salesperson-performance-fig02/">View exhibit</a>.</figcaption>
</figure>