Inhibited Social Contact Initiation Syndrome (in psychology known as an ISCIS) is responsible for the constant emotional struggle of your sales team. According to research done by Behavioral Sciences and Research Press, this is the main reason why performance of your sales team is affected over and over again.
Most of us are conflicted or emotionally hesitant when we need to self -promote or promote our products or services in a front of prospective clients. We all know how self – promotion is important for anyone directly involved in sales or involved in a traditional non-selling settings where some selling or self promotion may also be required (e.g. partners, advisors, accountants etc). If we know that there is a problem with our personal or our company performance, the only question is what we can do about it.
Prospecting activities are too low?
How do you recognize that prospecting activities in your company are too low? Prospecting activities are to low when they fail to support the following:
- Personal goals
- Existing market possibilities
- Company standards/company targets
- Establishing contacts with existing prospect base
If you recognize some of the reasons stated above, your department or company may suffer from ISCIS or in a modern sales science also known as a Sales Call Reluctance.
What can you do about it?
Confident Approach in cooperation with Behavioral Sciences and Research Press will be organizing a four days, Master in Sales Excellence where you can learn more about the research behind the problem, how to tackle the problem on the individual and organizational level and what methods and tools to use to identify and cure the problem.
If you are a Partner, CEO, Managing Director, Sales & Marketing Manager/Executive or you are holding a position that is related to business development, this is a must attend workshop that will help you discover what exactly restricts the ability to generate new leads and develop existing business relationships among your employees.
If you would like to know more about the workshop or you would like to register, drop us an email here.
