A
three-day educational course on the theory
and application of testing to help find
top producing salespeople, with emphasis
on SPQ*GOLD®.
Also introduces participants to the latest
BSRP assessments for selection and development.
Designed for sales managers, executives,
HR professionals, consultants, and psychologists.
Most salespeople and sales managers already know nothing happens in sales until contact is initiated with prospective buyers. That means prospecting. Sales prospecting is a behavioral competency, not a personality trait. It’s the greatest challenge faced by sales managers because most salespeople today either can’t, don’t or won’t make contact with prospective buyers in numbers sufficient to support personal and organizational objectives. Why? Scholars found up to 80% of all salespeople, new and established, experience conflict, hesitation and discomfort when they try to prospect. It’s like trying to drive with your foot on the brake. All the thoughts, feelings and sales-stopping behaviors that conspire to block the perfor-mance of otherwise talented, capable and motivated sales professionals have a name: Sales Call Reluctance®. Numerous scientific studies show that Sales Call Reluctance® limits per-formance across countries, cultures and sales settings. And, it’s respon-sible for the failure of more high-potential salespeople than any other single factor. Nothing else comes close.
Does Sales Training Help? If Sales Call Reluctance® has contaminated your sales team, conven-tional sales training won’t help. Neither will competitive new prod-ucts, expensive brochures or high-dollar customer management pro-cedures. They’ll just increase costs. Stop. Think about it. What good are slick, new sales supports if your salespeople don’t have enough prospects to sell to?
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