Why in the world would a sales manager hire a salesperson who has toxic levels of Sales Call Reluctance?

The answer to the question is that a sales manager wouldn’t hire a salesperson if they knew the salesperson suffered from high levels of Sales Call Reluctance.   So many sales managers do not know that there is a sales assessment test that will measure the 12 types of Sales Call Reluctance.  Telephobia is just one type of call reluctance and the easiest to overcome.  Yielder call reluctance is the most costly.  The Yielder characteristics are salespeople who are friendly and folksy. They do not want to be pushy.  They allow the prospects to push them around and then they deviate from their process.  They often suffer from Close Reluctance — they back off when it’s time to close the sale.

There is no room for marginal players any longer.  A salesperson who suffers from Sales Call Reluctance is a drain on energy and dollars.

If you sales position requires consistent prospecting, please give me a call and request a copy of a sample report and an interpretation guide.  Connie Kadansky 602-380-5431 or

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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.