The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson

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Call Reluctance®

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The people you hire are only as good as the talent pool you have to draw from. Are your recruiters able to comfortably, consistently bring the best prospects into the pipeline? Or do they make excuses, procrastinate, aim low or otherwise miss their targets? The RPM™ can help pinpoint strengths and weaknesses in this all-important position.


The RPM™ is the world's only suite of assessments specifically designed to estimate the likelihood of success in professionals who are responsible for recruiting. Based on the pioneering Sales Call Reluctance® research of George W. Dudley and Shannon L. Goodson, the RPM™ focuses on the critical link between consistent contact initiation and recruiting results. Separate test booklets are available for experienced and inexperienced recruiters, and even for recruiters in the insurance and/or real estate industry.


184 questions - takes 45-60 minutes to complete

Masures foundational contact initiation issues, including Recruiting Motivation, Goal Clarity and Goal "scatter"

Reports on 15 separate areas of inhibited contact initiation, including Telephobia (discomfort with telephone recruiting), Social Self-Esteem (discomfort contacting "upscale" individuals), Over-Preparation (needing to feel totally prepared before initiating contact), Image Projection (letting image get in the way of seeking out recruits), Referral-Networking (hesitation to utilize existing contacts to find new recruits) and more.

Comprehensive narrative report outlines presence, severity and possible behavioral consequences of each measured behavior.

Part of the ROSE™ PsychScore® suite of computer-scored assessments