What is the single best predictor of Sales Success?

yes I will prospect


According to George Dudley and Shannon Goodson, authors of the Psychology of Sales Call Reluctance, prospecting is the single best predictor of Sales Success.

Sales models are changing and companies are spending big marketing bucks and generating the warm leads for their salespeople.  That is terrific for them!

However, there are still large companies, banks, mid-market companies and small businesses, that expect their salespeople to be fully functioning and to generate their own leads.

How do you know your sales candidate can and will prospect?

Highly recommend you require proof of past performance by requesting a copy of W-2 from the last couple of years.  Yes, this is legal!

Also, invest in the SPQ Gold that will tell you whether your candidates have the motivation, goal level and the emotional capacity to prospect!

Call Connie Kadansky at 602-380-5431 or email today to assess your sales candidates.


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Connie Kadansky

Connie Kadansky offers speaking, training, coaching and performance improvement services specifically addressing Sales Call Reluctance. She has a proven track record with diverse businesses, from entrepreneurs to Fortune 50 companies, nationally and internationally. She is a licensee of Behavioral Sciences Research Press (BSRP), the world leader in research and training in Sales Call Reluctance. Connie has facilitated more than 260 full-day programs and worked with hundreds of salespeople from diverse industries.