Crush Sales Call Reluctance® Measure What Matters™
In my previous articles, I explained its definition and the 16 different types that can stop professionals from prospecting. But knowing about it is not enough – you need a way to measure and overcome it.
That is where the SPQ*Gold®/FSA™ Assessment comes in. Originally developed in the 1970s by US researchers George W. Dudley and Shannon L. Goodson, this science-backed tool provides valuable insights into a salesperson’s ability to initiate contact. It helps identify and address reluctance, leading to more consistent prospecting and greater success.
This assessment is not just beneficial for salespeople – it is also a valuable resource for sales managers, trainers, consultants, HR teams and anyone involved in shaping sales performance. For businesses that rely on consistent prospecting, it is an essential tool for long-term success.
Why Sales Call Reluctance® Hurts Businesses
Many salespeople do not realise they struggle with call reluctance, often attributing their hesitation to external factors – many say:
- “I just need to learn more before I reach out”.
- “Now is not the right time to call”.
- “I will reach out once my pitch is perfect”.
- “I will do it later when I feel more confident”.
These are classic signs of Sales Call Reluctance® – deep-rooted behavioural habits that can silently undermine sales performance. They are, in fact, just excuses that delay outreach and cost businesses valuable deals. Over time, this hesitation leads to significant lost revenue.
The Power of Measurement: Why Guessing Does Not Work
Companies invest heavily in traditional sales training centred on skills and techniques. However, without recognising and tackling the root cause – Sales Call Reluctance® – these efforts fall short. Failing to track reluctance, leaves businesses in the dark, overlooking a key factor that directly affects sales performance. Here is why measuring it is crucial:
- Training without diagnosis is ineffective: If teams do not know what is holding them back, they will focus on the wrong solutions.
- Not all reluctance is the same: The 16 types of Sales Call Reluctance® affect salespeople differently; a one-size-fits-all approach does not work.
- Self-awareness leads to action: When salespeople get clear, measurable data on their behavioural patterns, they are most likely to act and improve.
What Makes the SPQ*Gold®/FSA™ Assessment Unique?
Unlike general personality tests, the SPQ*Gold®/FSA™ is the only psychometric assessment designed to measure Sales Call Reluctance®. It focusses exclusively on sales-specific behaviours. Here is why it is unique:
- Designed for salespeople: Identifies real behaviours that hinder prospecting and selling.
- Measures 16 types of call reluctance: Helps salespeople understand what type of reluctance affects them.
- Predicts sales performance: Shows how reluctance directly impacts sales activity and success.
- Proven to boost results: Companies using it report increased prospecting, higher conversion rates and increased revenue.
- Helps recruit the right people: Helps businesses recruit proactive, high-performing salespeople.
- Provides actionable insights: Delivers detailed reports that enable managers to coach their teams effectively.
Why Companies Should Invest In SPQ*Gold®/FSA™
The SPQ*Gold®/FSA™ Assessment takes the guesswork out of identifying and overcoming Sales Call Reluctance®. By providing clear, data-driven insights, it empowers companies to develop a more confident, proactive and high-performing sales team – ultimately driving sustainable success.
If your team struggles with prospecting or following up, it is time to stop guessing and start measuring. Investing in this assessment can make the difference between a struggling sales team and a high-performing one.
How many sales is your team losing to call reluctance?
