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Sales Forecasting SPQ Gold Results Predicting Future Top Performers
Key Takeaways How SPQ Gold results can tell you which candidates will perform best. Combining predictive validity with objective sales data minimizes hiring risk and maximizes long-term performance. Track scores in sales call reluctance, emotional stamina and goal orientation to craft targeted coaching and training that boosts prospecting, resilience and quota attainment. Verify social desirability […]
How SPQ Gold Testing Improves Sales Recruiting ROI and Post-Hire Performance
Key Takeaways SPQ gold tests for sales call reluctance and core behaviors that predict sales success and help sales managers identify which candidate is best suited to your sales goals and role. Compare the SPQ Gold scores of applicants against industry benchmarks and make hiring or development decisions accordingly based on objective, sales-centric data. Apply […]
How Call Reluctance Leads to Missed Quotas and How to Fix It
Key Takeaways Sales call reluctance is an emotional resistance that decreases prospecting activity and causes missed quotas. Instead, measure daily call counts and hold them up against your high performers. Fear of rejection and failure tends to lead to procrastination and avoidance, so reframe rejection as learning using mindset training and daily affirmations. Symptoms of […]
What HR Should Know About Sales Calibration
Key Takeaways HR should use structured sales calibration to ensure objective and consistent evaluations by standardizing metrics, documenting decisions, and relying on data-driven tools for fair comparisons. Leverage calibration to distinguish high-potential sellers and gaps in skills. Then develop targeted development plans and succession lists to fortify sales talent pipelines. Involve HR and frontline sales […]
How to Eliminate Call Reluctance in Your Sales Team & Build Confident Cold Callers
Key Takeaways Recognize call reluctance symptoms, such as procrastination, avoidance, hyper-scripting, and reduced call volume, so managers can jump in early with targeted assistance. Use focused training and realistic simulations to develop skills and confidence with role-play, feedback, and case studies that echo actual call situations. Mix custom scripts, peer coaching, and continuous mentoring to […]
Measuring True Sales Drive with SPQ Gold – Unlocking Sales Potential
Key Takeaways True sales drive is a mix of motivation, proactive prospecting and the power to overcome reluctance. Measuring it reveals high-potential sellers and hidden obstacles. SPQ Gold measures deeper traits such as tenacity, initiative, optimism, competitiveness, and need for approval, so you can match roles and tailor development. Monitor observable behaviors — contact rates, […]
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