Stage of Development and Million Dollar per Year Earning From Sales

Abstract

This article presents cases showing that people with higher stages in the Model of Hierarchical Complexity can handle more complicated job responsibilities. Account Executives and Consultants from a training company participated in the study. According to the Hierarchical Complexity Scoring System (HCSS; Commons, Miller, Goodheart, & Danaher-Gilpin, 2005) participants’ person scores are based on the highest stage item the participant performed in the interview. Six of 9 Accountant Executives and 4 of 15 Consultants performed at the Metasystematic Stage 13. The study indicated that people who perform at the Metasystematic Stage 13 will have a better chance of achieving higher compensation than people performing at the Formal Stage 11 or Systematic Stage 12.