What is Call Reluctance?

Did you know that 85% of salespeople struggle with at least one of the 16 types of call reluctance? The average salesperson wrestles with 5! Call reluctance is all the avoidant thoughts, feelings, and behaviors that conspire to keep otherwise talented and motivated sales professionals from increasing their earning power.

Numerous BSRP studies based on large samples of salespeople reveal that the lack of first initiating contact with prospects is a primary reason for underperformance in sales. Nothing else even comes close – not the fear of rejection, inadequate training, low self-esteem, lack of product knowledge, low self-discipline, ambiguous goals, the fear of success, or the fear of failure.

Does call reluctance really matter? That is for you to decide, but here are two statistics to consider:

  1. Up to 80% of new salespeople fail within their first year. Why? Because they do not have enough prospective buyers. For them, prospecting is emotionally uncomfortable, consequently, they can’t, don’t or won’t initiate contact with prospective buyers on a consistent basis;

  2. 40% of veteran sales professionals readily admit to one or more devastating episodes of sales call reluctance severe enough to threaten their continuation in sales. That means that just under half of experienced salespeople may be at risk.

 Again, does Call Reluctance matter? For many organizations around the world, research indicates that it does. Individuals with call reluctance tend to avoid opportunities to engage with potential customers and offer solutions that meet their needs.

How many sales are you or your team losing to call reluctance? Find out more about BSRP’s thought-leading practices and procedures for managing call reluctance and explore our range of assessmentssales training, and our latest research. Take our 10-question survey and find out your risk for call reluctance. To learn more contact us today!

2018-12-20T11:49:25+00:00

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