Those who achieve the standard will be examined carefully to see what common traits they share.
The common traits of those who fail to meet the standard will also be examined to determine differences.
The objective of the validation process is to build a profile of the successful performer that can be used to select additional salespeople.
Suppose that an analysis of fifty first-year insurance salespeople reveals that the typical successful salesperson has more than six months' prior sales experience, a score of 65 or better on the Selling Aptitude Test, and college degree.