Indoctrination over training, insistence on euphemisms for the “sales” role, distancing from sales function, little identification with sales process.
Does this sound familiar to you?
Role Rejection Call Reluctance occurs when a salespeople is intellectually willing, but emotionally unable, to accept a career in sales. Role Rejection is tricky to diagnose accurately because the afflicted salesperson may be unaware of the problem, save for the nagging feeling that he or she should be considering career change.
This takes effort. Effort takes energy. Energy earmarked to smoother unresolved guilt is no longer available for prospecting. With less and less energy available to fund prospecting, clientele-building activities narrow down and business opportunities get lost.
This type is the 6th most common of the 16 types. They have tendency to aggregate to become sales trainers and inspirational speakers that teach sales people that they need to have a positive attitude to succeed in a sales.
You can cure this behavior in your sales organization by running Power Up Your Sales + 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.
