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How do you know if your sales candidate is motivated and is "willing" to prospect?

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.

Published by

Connie Kadansky

Connie Kadansky offers speaking, training, coaching and performance improvement services specifically addressing Sales Call Reluctance. She has a proven track record with diverse businesses, from entrepreneurs to Fortune 50 companies, nationally and internationally. She is a licensee of Behavioral Sciences Research Press (BSRP), the world leader in research and training in Sales Call Reluctance. Connie has facilitated more than 260 full-day programs and worked with hundreds of salespeople from diverse industries.