Sales Call Reluctance Testing


Sales Call Reluctance is a term used to describe a hesitation to make sales calls, either in person or over the phone. It can be a common challenge for sales professionals, as making sales calls can be intimidating or uncomfortable for some people.

Testing for Sales Call Reluctance can help identify any underlying issues or concerns contributing to an individual’s reluctance to make sales call. It can provide insight into how to overcome these challenges. For example, the Sales Call Reluctance test may help identify any specific fears or anxiety that an individual may have about making sales calls or may reveal any negative beliefs or thought patterns that may impact their performance.

Testing for Sales Call Reluctance can be helpful for individuals struggling to make sales calls effectively, as well as for organizations looking to improve their sales performance.

How do you find out if a candidate is a real account developer?

Account Manager or Account Developer?

How do you know if your sales candidates can and will prospect and convert prospects into clients?

Use the SPQ Gold test — the only pre-hire sales test that measures Sales Call Reluctance.

Hidden emotional barriers keep many salespeople from initiating contact with prospects.

Call Reluctance seems simple enough, but chances are it goes deeper than you think. It consists of all the internal thoughts, feelings, and “avoidance” behaviors that conspire to keep otherwise talented and motivated sales professionals from prospecting. Numerous studies based on large samples of salespeople reveal that lack of prospecting is the primary reason for underperformance in sales. Nothing else even comes close—not the fear of rejection, inadequate training, low self-esteem, lack of product knowledge, low self-discipline, ambiguous goals, the fear of success, or the fear of failure.

Does Call Reluctance really matter?

Call Reluctance is not a theoretical abstraction and is accompanied by actual costs. Individuals with this behavior tend to avoid opportunities to engage with potential customers and offer solutions that meet their needs.

How do you know if a candidate is an actual business developer?

  • Invest in the SPQ Gold sales test — the only assessment in the world that measures the 16 types of Sales Call Reluctance.
  • Are you opposed to learning more?  If not, call Connie Kadansky at 602-380-5431.


It is a BIG mistake to hire “seasoned” salespeople without running a SPQ assessment

Received a call from another very sad sales manager who hired a seasoned salesperson from a similar industry to sell his products and the salesperson is completely failing.

Just because someone has 30 years “selling” experience does not mean they will be successful in a new dynamic

Research shows that some top producing salespeople are simply good account managers.  They keep selling to their current customers, meeting their goals and everyone is happy.  It may have been years since they did any active prospecting for new customers.  They do not identify with being account developers.

What is the cost of onboarding a new sales person in time and money? For a nominal fee, what do you have to lose in assessing your seasoned sales candidate?


Tell me about your first selling experience.

My favorite interview inquiry is:  “Tell me about your first selling experience.”   Go ahead ask someone who enjoys selling!  They usually sit up and with great energy start talking about “selling rocks” or “selling newspaper subscriptions” or “selling girl scout cookies.”  It is so much fun to hear the stories and their interpretation of early success.

When I was five-years old, my neighbor Irena who was a volunteer for Veterans of Foreign Wars, asked me to sell poppies on Veterans Day to “everyone” in the neighborhood.  What a wonderful challenge.  I remember knocking on doors and if no one was home, I would go back until they bought a poppy.  When I gave Irena all the money plus tips, she was amazed and asked if I would sell more.  Sure!  I walked into the lobby of the car dealership in Coalville, Utah, and asked “who wants to buy a poppy?”  I sold every poppy in one sales call.  It was a thrill. Asking someone to buy and having them say “yes.”

On the other hand, ask someone who doesn’t particularly enjoy selling and usually their body language will say it all.  Sometimes they take a deep breath or sigh and/or if not particularly disciplined — even groan.

Salespeople who enjoy the selling process are golden!  They have what cannot be trained or coached into them — positive early memories that are wired into their brains.

Please start asking and share the comments!  We want to hear from you!