After an exhaustive review, it was determined that none of the assessment instruments then existing could predict sales success with any significant degree of accuracy. They were either easily faked, developed for clinical purposes rather than vocational guidance, or simply could not accurately measure ability.
Dr. Greenberg pondered, "In an era when we were racing to the moon, why couldn't we predict whether a job candidate could succeed in sales?” Four years of development led to the creation of a comprehensive personality test, which Caliper has since refined and used to assess the potential of nearly two million people in management, sales, customer service, and even professional sports.
In 1964, Dr. Greenberg's first article appeared in the Harvard Business Review, validating the original version of the test, and identifying the qualities needed to succeed in sales. This article solidified Caliper's reputation within the business and academic communities and helped put the company on the map. Since that time, Caliper has gone on to consult with over 25,000 companies and assess nearly two million applicants and employees. The company now employs more than 250 professionals in 12 offices around the world.
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