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.