Another courageous CEO took the SPQ*Gold assessment today. He just hired another salesperson and is determined to set the salesperson up to succeed.
By investing the time and dollars he discovered that he experiences Role Rejection Call Reluctance. Why is this so important? Because Role Rejection Call Reluctance is highly contagious. He’s willing to shift his fixed mindset about selling and identify with the professional, seasoned salespeople versus the underdeveloped amateurs. Leaders can contaminate the very people they intend to inspire.
The research shows that in some sales organizations Role Rejection Call Reluctance is pervasive throughout their organization.
It takes humility to be assessed and find out that “you” may be part of the problem.
Hiring authorities throughout industry count on Connie Kadansky, SPQ*Gold consultant, to assist them in identifying salespeople who will prospect consistently.
Very rarely do we see “perfect” assessments. Why? Because we are all a work in progress and even the top performers are rarely “perfect.” If you choose to hire the candidate, we will assist you in using the information to design their coaching/training development immediately. Many sales mangers go through a honeymoon period with their new salespeople. They are optimistic and looking forward to the future. They are only seeing what they want to see.
When they start noticing behaviors or attitudes that they don’t particularly like, it’s easy to overlook during the honeymoon period. However, our experience is if you can nip behaviors and attitudes in the bud, the chances of developing a exceptional sales producer goes up.
Let us help you on-board your new sales recruits successfully by using the SPQ Gold results.
Connie Kadansky, 602-997-1101, SPQ Gold Authorized Representative
In addition to measuring the 12 types of Sales Call Reluctance, the SPQ Gold sales test will tell you whether your candidate is willing to and wants to prospect. Willingness is directly related to your candidate’s buy-in and motivation. It is the “why” behind what is important to your candidate. There are salespeople who are not connected to “why” they want to sell and succeed. This usually means that they are short-term oriented. They are lacking the fire in the belly. With these type of salespeople we recommend that the manager check in daily and monitor activities if you choose to hire them.
Listen how Michael’s company has used the SPQ as a tool in their tool box to find out whether the salespeople they are hiring have the fear of prospecting.
Even though, there is no assessment in the world that is 100% accurate, sales tests are valuable tools in a sales manager’s tool box.
There are over 100,000+ assessments for sale. There are a few credible assessments that have been psychometrically calibrated. However, there are some assessments that have not been thoroughly validated. There is no such thing as a “be all – end all” pre-employment sales test. The human psyche is complex!
If you are looking for salespeople who must proactively prospect on a consistent basis to succeed in their position, pilot the SPQ Gold assessment. It is the only assessment in the world that measures the 12 types of Sales Call Reluctance. We recommend you choose a few of your current producers, invest in them taking the SPQ Gold. You decide on its accuracy and validity. Connie Kadansky will advise you as to how to facilitate a pilot with great success. Your investment will pay off because Connie will give you coaching and training tips that will help you help your current salespeople improve, plus you experience what the SPQ Gold assessment can do for you in your pre-hire dynamic.
Call Connie Kadansky, 602-997-1101, or email her at email@example.com.
The answer to the question is that a sales manager wouldn’t hire a salesperson if they knew the salesperson suffered from high levels of Sales Call Reluctance. So many sales managers do not know that there is a sales assessment test that will measure the 12 types of Sales Call Reluctance. Telephobia is just one type of call reluctance and the easiest to overcome. Yielder call reluctance is the most costly. The Yielder characteristics are salespeople who are friendly and folksy. They do not want to be pushy. They allow the prospects to push them around and then they deviate from their process. They often suffer from Close Reluctance — they back off when it’s time to close the sale.
There is no room for marginal players any longer. A salesperson who suffers from Sales Call Reluctance is a drain on energy and dollars.
If you sales position requires consistent prospecting, please give me a call and request a copy of a sample report and an interpretation guide. Connie Kadansky 602-997-1101 or firstname.lastname@example.org
Just got off the phone with a sales manager for an employer who tells me that 60% of their sales job is using the telephone. 40% is face to face presentations. Her candidate is testing as highly telephobic, meaning not comfortable proactively using the telephone. This doesn’t mean that she will not hire this particular candidate because the candidate has a lot of positives. However, knowing the type of call reluctance will help the manager in training and development of this individual. The good news is that telephobia is one of the easiest types of call reluctance to overcome. However, she will have to invest in specialized coaching and training to make sure this individual will succeed.
Connie Kadansky, 602-997-1101, helps employers take the guesswork out of hiring salespeople. Make sure that they will consistently prospect before you hire them! email@example.com
Did you know that the value of management’s time per hour is a minimum of $100/hour. Email me at firstname.lastname@example.org and request a copy of a white paper with four specific questions to ask your sales candidates PRIOR to testing them! Flush out the toxic call reluctant salespeople prior to ever spending money on testing them.
You may think I’m a little crazy to offer your some help up front that saves you money; right? Well, I’m all about providing value.
How do you know whether the candidate you are interviewing right now will be assertive enough to engage prospects and close the sale? Assertive is defined as “confident and direct in claiming one’s rights or putting forward one’s views. Given to making assertions or bold demands.” To succeed in sales, assertiveness is required in most dynamics.
The #1 type of Sales Call Reluctance that is most costly is Yielder Call Reluctance. The yielder is someone who wants to be friendly and folksy. They don’t want to be pushy or intrusive. They are good people who find it difficult to create the tension that moves their prospect from Current Reality to Desired Result. They deviate from their process. They are sensitive to the tone of the prospect and yield to what is in their best interest. They allow the prospect to take control of the sales call. When selling, they say “okay” when the prospect says “I need to think it over.”
The SPQ Gold assessment will tell you whether your candidate will be assertive enough to engage prospects and close the sale.
Connie Kadansky, Sales Call Reluctance trainer and coach, provides the only assessment in the world that measures Sales Call Reluctance. She personally interprets the results of the assessment and provides you with strategic follow through questions that shine the light in areas of costly concern. How much does it cost to hire a salesperson who is not assertive in moving the sale forward?