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What is Sales Call Reluctance and How to Overcome It
Key Takeaways Sales call reluctance is the leading obstacle in sales that comes from fear and anxiety, impacting novice and veteran salespeople worldwide. Identifying behavioral, verbal, and performance indicators of call reluctance enables teams to get ahead of problems and support each other more effectively. Overcoming call reluctance takes more than just persuasion. It takes […]
Pre-Employment Sales Test | Sales Candidate Assessment Tool
Key Takeaways A pre-employment sales test is a powerful way to winnow the candidates down to those with the best sales skills, personality, and cognitive skills for you to meet and ultimately hire. Effective assessments combine personality, cognitive, situational, and skills-based evaluations to predict job performance and support stronger and more adaptable sales teams. Key […]
The Drawbacks of Using Personality Tests for Sales Hiring
Key Takeaways While sales personality tests can support smarter hiring by uncovering characteristics associated with sales success, they should be used alongside other evaluation techniques for a more nuanced insight. What’s important about these tests is their accuracy, reliability, predictive validity, and fit with the particular company culture and sales environment. Things like self-reporting bias, […]
The Limitations of Sales Personality Tests in Hiring
Key Takeaways While sales personality tests are becoming a staple in sales recruiting due to their ability to target innate traits associated with sales success, their results must be weighed alongside other evaluation methods. The accuracy of these tests lies in their solid validation, their ability to predict, and their continual updating to evolving sales […]
The Hidden Costs of a Bad Sales Hire: What You Should Consider
Key Takeaways There are significant direct expenses involved with a bad sales hire such as onboarding, training, recruiting, and there are hidden costs like lower efficiency and severance. Missed goals and a weak sales rep means less revenue and fewer customers gained over time. Team morale can take a dip when everyone else has to […]
How To Overcome Sales Call Reluctance With Proven Strategies
Key Takeaways Sales call reluctance typically arises from psychological blocks like fear of rejection, impostor syndrome, negative self-talk, and perfectionism. All of these are controllable by specific tactics and assistance. Confidence building before sales calls consists of preparation, practice, beginning with achievable goals and evaluating your performance with an eye toward improvement. Good sales teams […]
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