On the SPQ Gold Sales Call Reluctance assessment, there is a measurement that will reveal whether your sales candidate will fully commit to the answers they give or whether they will hedge. George Dudley and Shannon Goodson, world-renowned behavioral scientists found through their research of salespeople over the past 30+ years, that the top producers will give committed, definitive answers on assessments.
Further, in comparing the very top producers and the very low producers, the hedging score was #1 in the differences of the two.
Fear is tucked away in hedging. If a sales candidate is hedging, they are attempting to consciously or subconsciously hide some type of fear.
How valuable would a pre-hire assessment be to you if it revealed strengths as well as self-imposed limitations?