Influence of Psychological Capital on the Gross Performance of Telesales Salespeople in a Wholesaler-Distributor Company

Abstract Raw performance and the factors that influence it is a relatively rare topic in Organizational and Work Psychology, especially in the context of Positive Organizational Behavior. This study aimed to verify whether psychological capital predicts the performance of salespeople in a wholesaler-distributor. The sample consisted of 237 salespeople who responded to the Inventory of Psychological Capital at Work (ICPT-25). The model test was performed through Structural Equation Modeling (SEM), which indicated that the proposed model, in which psychological capital predicted gross performance, was not corroborated. We argue that situational variables can be more robust predictors than individual variables. We propose that raw performance should be investigated with independent variables of a situational nature, such as leadership.