Recently a client had a candidate take the SPQ Gold, the only assessment in the world that measures Sales Call Reluctance. In reviewing the results, I asked her “how are you at managing someone who may have a chip on their shoulder?” She replied, “Wow, this is so interesting. I actually called him out during the interview about his ability to start at ground zero and learn our process.” The more she thought about her interview and the SPQ Gold results, the clearer it became that this candidate would not be easy to manage. She remembered awkward parts in the interview where he was actually chuckling inappropriately.
The SPQ Gold measures oppositional behavior. Some managers are equipped and skilled to manage this type of behavior and others are not. Oppositional behavior is one of the 12 types of call reluctance that keeps people from prospecting. They get angry at the prospects or they hold it together while they are conversing with the prospect, but slam down the phone and go into a tirade, disrupting everyone around them.
Connie Kadansky, 602-380-5431, helps employers hire salespeople who can and will prospect. Call her today and request a sample of the SPQ Gold pre-employment sales test.