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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 […]
SPQ*GOLD – Emotionally Unemancipated Type & Call Reluctance Strategies
Key Takeaways SPQ Gold exposes salespeople’s particular hesitation types and directs recruiting, leadership, and focused coaching based on questionnaire analytics. The emotionally unemancipated type exhibits social timidity, avoidance, and procrastination that suppress proactive prospecting and must be identified early for real help to be beneficial. Key characteristics are low ego strength, social anxiety, perfectionism, 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 […]
SPQ Gold vs. Myers-Briggs for Sales: Which Assessment Fits Your Team
Key Takeaways SPQ Gold measures sales-specific traits such as prospecting behavior, sales drive, and competitiveness, so it’s more actionable for hiring and coaching salespeople. Use SPQ Gold when you want crystal-clear, job-relevant advice for recruitment and development. Myers-Briggs clusters people into 16 broad personality types and is better suited to broad self-knowledge and team interactions […]
SPQ Gold/FSA – Sales Potential & Team Performance
Key Takeaways FSA means Fear of Self Promotion and captures internal resistance to self promotion, which has a direct effect on prospecting fitness and sales results across sales contexts. Use brake, accelerator, match percentage, and extreme response rates to measure how emotional barriers decrease prospecting activity and close rates. Then compare results across teams. Follow […]
What Does a Low Accelerator Score Mean in Sales? Causes, Implications, and How to Improve
Key Takeaways A low accelerator score indicates low sales acceleration and engagement and identifies where sales activity, lead management, or process steps are inefficient. Run a diagnostic checklist to prioritize repairs. Stalled deals and missed follow-ups are the usual suspects. Monitor deal velocity in your CRM and enumerate typical reasons deals get stuck to combat […]
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