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Sales Managers Prospecting and Call Reluctance ®

At BARRETT, we understand that most people find prospecting for and closing sales very hard work. No wonder statistics show that only about 20% of sales people are fully effective. That's four in five who need to lift their game.

BARRETT has established a position as the Australian market leader in assessment Sales Preference Questionnaire® (SPQ*GOLD®) and training in the behavioural area of Sales Call Reluctance® and Fear of Self Promotion at both an individual and management level.

Prospecting research

Research conducted by Behavioral Science Research Press on sales behaviour reveals that the one predictor of success in sales is The number of contacts initiated with prospective buyers on a consistent basis.

Research indicates that a Salesperson who has Sales Call Reluctance® can cost your company 15 new units of business per month! The hesitation to initiate first contact with prospective buyers on a consistent daily basis is responsible for the failure of more competent, motivated, capable sales people than any other single factor. Nothing else even comes close.

Estimate the Cost of Hesitation which exists in your business right now.

Estimate the Cost of Hesitation

In addition to this, extensive research into sales behaviour has quantified that individuals with call reluctance cost their organisations (on average - across industries) 15 units in new business lost per month per person.

Therefore, by multiplying your average fee / invoice value by 15, you gain an estimate of the loss in potential earnings expected from individuals, per month, who are currently not performing due to call reluctant behavioural issues; e.g.

  • 15 x $2,000 (average sale / fee) = $30,000 in lost revenue opportunities per call reluctant Sales Person per month;
  • Team of 20 Sales People x $30,000 = ($600,000) in lost opportunity per month.
  • $360,000 in lost revenue opportunities per call reluctant Sales Person per year;
  • Team of 20 Sales People = ($7,200,000) in lost opportunity per year

How to assess and overcome Sales Call Reluctance®

Sales Call Reluctance® can be measured using theSPQ*GOLD®. You can also do a quick check of your Sales Call Reluctance® using thesmaller quick test version.

You can overcome Sales Call Reluctance® by attending our ongoing Fear-Free Prospecting & Self Promotion Workshop®'s

SPQ*GOLD® Availability

BARRETT will process the SPQ*GOLD® report for you online or via pencil and paper administration. Management Accreditation training in SPQ*GOLD® training and processing services are also available.