call reluctance

  • What Do You Blame When Salespeople Don’t Schedule Enough New Meetings?

    • May 23, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes – they are skill-based. What happens when you have salespeople who won’t even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.

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  • A Hidden Weakness that Makes Salespeople Procrastinate

    • May 15, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, I was on three separate calls with sales managers whose salespeople needed to fill their pipelines, but hadn’t.  They needed those salespeople to schedule meetings, but they weren’t doing it.  They needed those salespeople to make calls, but they wouldn’t make them.  They needed to get those salespeople moving, but those salespeople were stuck.  

    For the salespeople, it was their own doing.  Self-imposed.  And they knew it!

    Would you like to know which mysterious, hidden weakness was holding them hostage, preventing them from taking the action they knew was crucial to their success?

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  • Call Reluctance in Salespeople – Causes, Factors, and Predictors

    • April 15, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Objective Management Group (OMG) has always been able to accurately (to 95%) predict whether a salesperson would succeed and provide conditions for employment. Over the years, we’ve been able to fine tune our accuracy even more as we incorporated some additional non-sales factors that made strong salespeople poor candidates for a particular role or company.  Three of the most important, recent factors were:

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