How do you know if your sales candidates can and will prospect and convert prospects into clients?
Use the SPQ Gold test — the only pre-hire sales test that measures Sales Call Reluctance.
Hidden emotional barriers keep many salespeople from initiating contact with prospects.
Call Reluctance seems simple enough, but chances are it goes deeper than you think. It consists of all the internal thoughts, feelings, and “avoidance” behaviors that conspire to keep otherwise talented and motivated sales professionals from prospecting. Numerous studies based on large samples of salespeople reveal that lack of prospecting is the primary reason for underperformance in sales. Nothing else even comes close—not the fear of rejection, inadequate training, low self-esteem, lack of product knowledge, low self-discipline, ambiguous goals, the fear of success, or the fear of failure.
Does Call Reluctance really matter?
Call Reluctance is not a theoretical abstraction and is accompanied by actual costs. Individuals with this behavior tend to avoid opportunities to engage with potential customers and offer solutions that meet their needs.
How do you know if a candidate is an actual business developer?
- Invest in the SPQ Gold sales test — the only assessment in the world that measures the 16 types of Sales Call Reluctance.
- Are you opposed to learning more? If not, call Connie Kadansky at 602-380-5431.