Will Your Rainmaker Experience Sales Call Reluctance?
I read this article from Gary Stauble of The Recruiting Lab with great interest. When you are hiring your Rainmaker, how can you tell if they experience any of these types of sales call reluctance? Comments?
"Sales researchers Dudley and Goodson came up with the following list of 12 Types of Call Reluctance (excerpted from The Psychology of Sales Call Reluctance):
Doomsayer: Worries, will not take social risks (loses three new accounts per month).
Over-Preparer: Over-analyzes, under-acts (sells at 43% of quota)
Hyper-Pro: Obsessed with the image and looking good (but is rated only average in presentation skills.) This person confuses..."
Read the full article here
1 Comments:
An excellent way of finding your sales person's strengths and weaknesses in cold-calling can be found on Connie Kadansky's site, Exceptional Sales Performance. Connie offers a free booklet titled "How to Overcome the Fear of Prospecting and Self-Promotion". Be sure to get yours, and learn the biggest obstacle preventing your sales team from exceeding sales quota and how to overcome it!
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