Recently I cold called an employer inquiring about how his salespeople were doing with prospecting. He was a happy-go-lucky guy and said, “We are doing okay now. However, I just got rid of a guy who didn’t want to interrupt prospects.” This employer paid $4,000 to a salesperson who did not produce one penny.
So, decision time! Does it make more sense to invest $175 in a pre-hire sales assessment or to spend two month’s of base salary to find out a salesperson has Yielder Sales Call Reluctance?
This does not include the time and effort spent to train and develop this individual, plus lost opportunity costs.
Yielder Sales Call Reluctance is the most costly type of call reluctance and the most common. Salespeople with this behavior do not want to interrupt their prospects. They do not want to be pushy or intrusive. They make better account managers than account developers.
Save yourself a whole lot of money, plus headaches, by assessing sales candidates prior to hiring them.