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The Sales Call Reluctance assessment is right on target and warrants serious consideration.
-Dawn Visser, President of MJS Designs
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Sales Call Reluctance Assessment for Hiring Managers
Sales Assessment Testing for Sales Call Reluctance
During the hiring process, you want to be sure you’re hiring the suitable sales candidates for your business. You’re bringing in new sales talent to help improve the company’s sales, so you need to be sure your interview process enables you to hire the best salespeople.
Sales Call Reluctance is a psychological barrier that causes fear in the salesperson making the calls to prospective customers, significantly affecting their ability to make and close a sale. This is especially common in cold calling and new business where there is no existing relationship between the sales representative and the prospect.
In short, your interviewee may come across as confident in their interview, but if they are hiding sales call reluctance, you may not choose the best candidate.
Sales recruiters can use a sales assessment test called the SPQ/FSA Assessment to test sales candidates’ competencies before they become team member.
The SPQ/FSA Assessment is the only assessment that detects and measures all 16 sales call reluctance types.
Sales Call Reluctance Assessment for Hiring Managers
Sales Assessment Testing for Sales Call Reluctance
During the hiring process, you want to be sure you’re hiring the suitable sales candidates for your business. You’re bringing in new sales talent to help improve the company’s sales, so you need to be sure your interview process enables you to hire the best salespeople.
Sales call reluctance is a psychological barrier that causes fear in the salesperson making the calls to prospective customers, significantly affecting their ability to make and close a sale. This is especially common in cold calling and new business where there is no existing relationship between the sales representative and the prospect.
In short, your interviewee may come across as confident in their interview, but if they are hiding sales call reluctance, you may not choose the best candidate.
Sales recruiters can use a sales assessment test called the SPQ/FSA Assessment to test sales candidates’ competencies before they become team members.
The SPQ/FSA Assessment is the only assessment that detects and measures all 16 sales call reluctance types.
Having one or several of these sales call reluctance types doesn’t mean they aren’t fit for the sales role. Identifying the problem is the first step to overcoming sales call reluctance.
With an SPQ/FSA assessment, you can discover precisely what inhibits a salesperson’s ability to prospect successfully.
The assessment tool is not a personality test. Personality is who you are. The psychometric for call reluctance assesses behavior and sales skills around clientele building.
Prospecting is the #1 sales role for salespeople. Sales managers are responsible for providing everything a salesperson needs to be successful. The best salespeople and top performers have the sales skills to generate leads proactively.
Imagine if your salespeople were working and selling free of fear, with more motivation, confidence, creativity, and virtually no roadblocks to getting in the way of professional success.
Connie Kadansky can show you how to achieve goals you never thought possible and start your team earning what they’re truly worth.
Take the first step toward problem-solving your sales call reluctance. Talk to Connie Kadansky about professional coaching for you or your team.
Call right now at 602-380-5431 or
submit your contact information
Overview
Purpose:
The SPQ/FSA is used worldwide in sales organizations with sales reps who have developed the competencies of prospecting, generating leads, and converting the leads into top sales performance.
It is also used in professional service organizations for the rainmakers and business developers, i.e., lawyers and architects — roles that require proactive self-promotion to bring business. New business is the lifeblood of business.
The SPQ is widely used in the interviewing process and in assisting sales managers in the hiring decisions for all types of sales professionals, financial advisors, executive recruiters, insurance, and equipment sales — any position that requires consistent, proactive prospecting.
As part of the interviewing process, assessing the sales candidate’s competencies is essential. The SPQ is also used for new business development purposes of any salesperson.
The sales assessment tests are widely used to coach sales performance for all types of sales positions. The sales aptitude test also zeros in on salespeople’s retention of current customers. Account development and account management are sales skills that are vital for top sales performance.
Personality tests versus Behavioral competencies:
- Just because a sales candidate has the personality traits of an extrovert does not mean they have the personality traits of an extrovert and the competencies to bring in new business. Prospecting takes physical and psychological energy to fill the holistic sales role.
- Problem-solving capabilities are a skill set that top performer When the going gets tough, sales leaders can navigate complex sales scenarios and encourage teamwork to help reach a sale.
- Hiring managers tend to like people. Therefore they are optimistic in their hiring process and can make impulsive hiring decisions based on personality traits without including a sales assessment test in their interviewing process. Sales hiring is challenging to fill sales positions with sales talent. A company’s sales depend on salespeople who have the competencies to generate leads and close the deal.
Selling Virtually v. face-to-face interactions:
Salespeople must adapt to the new market conditions with the sales skills to integrate traditional and digital channels to engage prospective and existing customers.
Sales reps with the skill set to make direct phone contacts or social media communications have a higher sales performance, hands down. However, sales reps who follow up with video conference calls and product demonstrations are essential in the digital world.
There is an increased demand for salespeople to have the competencies to use video conferencing tools. Not all salespeople are comfortable doing so.
In a Behavioral Sciences Research Press study, 6,764 salespeople in the United States found that 54% of the respondents experience discomfort using digital technologies for sales meetings or presentations.
Further studies show that a critical factor separates salespeople who are comfortable using video conference tools from those who struggle. It is their level of fear of initiating contact with prospects that prevents them from embracing these tools.
Although they may prefer meeting a prospect face-to-face, digital technologies open up time and geographical restrictions, allowing them to overcome potential barriers to making sales.
Sales organizations that teach sales representatives how to embrace digital technologies will see increased sales performance.
Want to test sales call reluctance before you hire?
Here’s how it works:
The sales assessment test is taken online (internet access is necessary). It takes approximately 72 minutes to complete.
Once the questionnaire has been taken, you will receive a PDF copy of the report with test results and an analysis of the candidate’s skill sets.
At that time, if you choose, we will be happy to arrange for a timely one-on-one interpretation of the report where we provide choice questions and graphs to assist in making the final hiring decision.
Book now. Call 602-380-5431 or submit your contact information.