Sales Prospecting Assessment: Complete Guide to Measuring
Key Takeaways Assess actual prospecting behaviors, not just final results, to find gaps that cause missed qualified leads and lower sales performance. Use those findings to target coaching and process changes. Use five core pillars — behaviors, metrics, quality, technology, and context — as unified criteria when choosing or designing sales assessment tools to measure […]
SPQ Gold – 12 Types of Call Reluctance & Overcoming Strategies
Key Takeaways Call reluctance encompasses many behaviors besides fear and directly inhibits prospecting, call conversion, and sales results. It is important to match remedies to the problem. The SPQ Gold framework measures reluctance in scores and brake/accelerator ratios that make it practical to identify, monitor, and customize growth plans. All 12 SPQ Gold reluctance types […]
SPQ Gold Assessment Debrief — What to Expect, Feedback Use, Pitfalls & Preparation
Key Takeaways The debrief is a targeted, private analysis that connects your SPQ Gold results to actual sales positions and real world outcomes. Be ready to talk concrete next steps. Anticipate a streamlined stream of review, discussion, feedback, and planning with room for evaluator rationales and your inquiries. Leverage the report’s charts and competency ratings […]
Prospecting Fitness: Build Mental Resilience and Time Management
Key Takeaways Build prospecting fitness through a consistent routine that mirrors regular workouts and tracks daily outreach to measure progress and accountability. Build resilience by considering rejection as practice, scheduling rest to prevent burnout, and believing in your product and abilities. Step up your game by customizing your outreach, learning winning sales strategies, and optimizing […]
SPQ Gold Doomsayer Type Explained: Characteristics, Applications, and Assessment Reliability
Key Takeaways The SPQ Gold Doomsayer type scores high on brakes, has a strong anti-prospecting bias and is slow to close sales calls. Measure these factors early to focus training where it’s most effective. Root causes include performance anxiety, fear of rejection, and bad past experiences. Emphasize rejection-resilience coaching and small, graded exposure to outreach. […]
Best Sales Assessment Tools to Develop High-Performing Teams
Key Takeaways Use a mix of behavioral, cognitive, skill-based, and situational assessments to evaluate different sales competencies and build a complete picture of each candidate or rep. Align assessment selection with business objectives, role specificity, and identified skill gaps to ensure results drive revenue, reduce turnover, and support targeted development. Select tools that provide actionable […]
Sales Behavior Assessment Test Guide – Types, Purpose & Best Practices
Key Takeaways Sales behavior assessment tests predict sales performance by measuring traits like assertiveness, resilience, and emotional intelligence. They should be aligned to specific sales roles for accurate evaluation. Use a mix of assessment types such as situational judgment, personality profiling, and cognitive ability tests to capture both innate talent and learned skills to build […]
Sales Aptitude Test for Experienced Representatives
Key Takeaways Experience is no proxy for sales aptitude. Therefore, use objective sales aptitude tests to uncover strengths and blind spots that resumes and interviews overlook and weave testing into hiring and development. Assess adaptability and resilience to find reps who can learn new products and thrive in changing markets. Include real scenarios and adaptability-focused […]
SPQ Gold – Call Reluctance: Impact on Sales Performance
Key Takeaways Call reluctance manifests as procrastination or indecision when prospecting and results in missed calls and lost sales. Identify early symptoms and establish quantifiable call objectives to avoid revenue seepage. Deep fears such as rejection, anxiety, and perfectionism fuel the last-minute step before calling reluctance. Use call logs and analytics to track procrastination and […]
How to Lower Your SPQ*Gold Brake Score, Why It Matters, and How to Improve
Key Takeaways SPQ Gold brake scores quantify prospecting inertia and proactive selling behaviors and should be treated as development signals, not performance labels. Lowering a brake score takes a combination of mindset work, conscious behavioral practice, and skill work linked to tangible prospecting activities. Combine your SPQ Gold results with your CRM and performance data […]