Sales Call Reluctance as a Game of Jenga:

When salespeople experience reluctance to make sales calls, it's like trying to play a game of Jenga without wanting to make any moves for fear of toppling the tower.  We know that all of you have been here at some point in your sales career.  We also know that your team experiences the same challenges.  

How do you as a sales manager identify areas of call reluctance for your sales team members?  What training do you offer your team to help them overcome their prospecting fears?

We suggest you use the SPQ Gold Assessment in both the hiring and development process.

SPQ Gold, or Sales Preference Questionnaire Gold, is a tool used to assess an individual's sales call reluctance and identify areas for improvement in their sales approach. The assessment is based on the research of sales experts George Dudley and Shannon Goodson, and consists of 78 questions that measure 12 different types of sales call reluctance.

The 12 types of sales call reluctance that SPQ Gold measures are:

1. Fear of self-promotion
2. Fear of rejection
3. Need for approval
4. Low self-esteem
5. Inability to close
6. Fear of making mistakes
7. Tendency to procrastinate
8. Over-preparation
9. Fear of appearing pushy
10. Negativity
11. Unwillingness to follow up
12. Social self-consciousness

By identifying an individual's areas of sales call reluctance, SPQ Gold can help salespeople, sales managers, and organizations develop targeted training and coaching programs to improve sales performance and overcome barriers to success.

You need to establish a baseline for your team.  You need to establish specific hiring criteria for your team.  SPQ Gold is a great place to start.  If you are interested in using the SPQ Gold assessment with your team send us an email:  [email protected]

Go sell something!

Dave and Phil