Management by temper tantrum, internal politics, power struggles, sycophants for advisors, personal survival elevated over team mindedness.
Does the above described situations sound familiar to you? Have you experienced them in your workplace?
Oppositional Reflex is a Call Reluctance Type where the salesperson usually do the exact the opposite of what they are asked to do. Repeatedly doing so, they diminish the independence they try to project to a noisy, transparent self-contradiction. Claiming to be psychologically stronger, more resourceful and better informed, Oppositional salespeople reflexively speak when they should be commending, reject when they should be accepting. When Oppositional Call Reluctance possesses salespeople, it causes them to perform in an angry manner, tediously boasting of their refinements while discrediting the methods, contributions and achievements of everybody else.
Only approximately 6% of salespeople suffer from the problem.
They are hard to handle and coach. According to research, they default as much as nine new accounts each year.
Sometimes this tendency cannot be cured even by the best coaching programs. If you need to fire them make sure you have a witness or a lawyer beside you and follow the rules as they have tendency to sue their employers when they get fired.
You still can cure this behavior in your sales organization by running Power Up Your Sales Workshop + Coaching. We do recommend you using Full Spectrum Advocacy/SPQ GOLD Assessment in your recruitment process so you don’t hire people with too much sales call reluctance.
We also suggest that you participate in our Master in Sales Excellence Workshop where you will learn how to handle, analyze and cure Call Reluctance.
Here you can learn more about Sales Call Reluctance and 16 different types?
