Leadership, motivation and people performance - understanding human potential to enhance business success
Sales Call Reluctance (SCR) is the inhibition to initiate contact with prospective buyers in sufficient numbers. It is the most frequently cited reason for poor production and retention in sales.
One area in which the influence of SCR can be seen and quantified is in revenue production. Salespeople must initiate contact with prospective buyers (sales prospecting) on a consistent daily basis before any other personal or professional assets, virtues, skills, or abilities can be applied.
SPG*GoldT is a world-class testing and assessment methodology that is driven by software and is designed to measure Sales Call Reluctance. It was developed by a team of behavioural scientists who spent almost three decades researching the phenomenon, its causes, and how to overcome it. The program's evaluation and follow-up programs are proven corrective measures designed to increase your salespeople's prospecting effectiveness and - most importantly - your sales revenue.
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SPQ*Gold uses an exclusive set of filters to increase testing accuracy and provide a comprehensive assessment of call-reluctant behaviours and attitudes. Developed as a result of over 25 years of research of salespeople and what makes them successful, SPQ*Gold measures twelve inhibiting factors that can prevent otherwise exceptional performers from achieving their potential - and their targets.
This Call Reluctance program is a four-step solution, based on consistent follow-up to monitor changes in prospecting and cold-calling behaviour and habits. From an in-depth attitude and behavioural profile to a comprehensive training and personal program for each individual, we offer an integrated approach to overcoming call reluctance in individuals and organisations alike. SPQ*Gold is a proven system for maximizing the productivity of a sales team.
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Natural self-promoters, like Anthony Robbins and Dennis Rodman, instinctively exploit opportunities to make themselves visible. For most of us, however, visibility management triggers an emotional struggle between our desire to make our competence visible, and our reticence to appear too forward or immodest. Yet in today's hotly competitive sales environment, it's not enough to be good at what you do, earning what you're worth takes more. You have to practice "visibility management," letting people know who you are and what you do well. Managing visibility is an integral component of modern career management.
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