Blog
SPQ Gold for Remote Sales Teams | Overcoming Barriers & Selecting Top Candidates
Key Takeaways Use SPQ Gold as a diagnostic to identify personality, process, qualification, and adaptation traits that impact remote sales performance and customize training. Prioritize personality fit by developing a checklist of grit and self-starter tendencies to optimize remote role engagement and productivity. Map SPQ Gold process and qualification insights to onboarding, coaching, and lead […]
Sales Performance Risk Assessment and Mitigation Best Practices
Key Takeaways Great sales performance hinges on forward-looking, risk-mitigating protection of revenue and the underlying long-term continuity of your business. Incorporate risk mitigation into your daily sales planning and reporting. Use a structured assessment framework that defines scope, identifies risks, analyzes impact, evaluates likelihood, and prioritizes actions to focus resources on the highest risk areas. […]
How to Assess Future of Work Skills Gaps and Build a Workforce-Ready Strategy
Key Takeaways Organizations must assess and close skills gaps proactively to remain resilient amid rapid technological change and shifting societal expectations using measurable data to guide decisions. Focus on a balanced blend of cognitive, interpersonal, digital, and self-leadership skills and leverage a skills taxonomy to map and target training needs. Take a holistic, structured approach […]
The Financial Cost of Call Reluctance: Pipeline Losses, Causes & Fixes
Key Takeaways Call reluctance is a psychological barrier that reduces phone prospecting and damages pipeline health. Measure call activity regularly to detect avoidance early and establish clear daily call targets. Fear of rejection, perfectionism and past trauma fuel call phobia. Instead, use mindset work such as mental rehearsal and positive reinforcement to reframe calls as […]
SPQ Gold: What It Measures, Why It’s So Accurate
Key Takeaways SPQ Gold measures six distinct sales reluctance types and delivers objective, behavior-tied data to identify why salespeople shun prospecting and customer contact. Use outcomes to direct coaching on the specific resistance pattern detected. The assessment rests on robust psychometric research with proven reliability and predictive validity, making it a trustworthy tool for forecasting […]
Why Every Sales Manager Should Understand Call Reluctance and How to Fix It
Key Takeaways Call reluctance immediately decreases revenue by suppressing call volume and pushing out follow up. Establish quantifiable call goals and monitor them with CRM data to recapture lost deals and pipeline value. Continued reluctance rusts team spirit and fuels churn. Make regular coaching, mentorship, and acknowledgment a habit to bolster confidence and retention. Inconsistent […]
Previous
Next
Recent Posts
January 31, 2026
January 29, 2026
January 28, 2026
January 27, 2026
January 26, 2026
January 25, 2026
Previous
Next