SPQ*Gold ™
Sales Call Reluctance Assessment and Training

Call Reluctance is the fear of initiating contact with potential buyers. It prevents your salespeople from prospecting effectively. And it can cost your business up to five times a salesperson's earning potential.

Sales Call Reluctance (SCR) is the inhibition to initiate contact with prospective buyers in sufficient numbers. It is the most frequently cited reason for poor production and retention in sales.

One area in which the influence of SCR can be seen and quantified is in revenue production. Salespeople must initiate contact with prospective buyers (sales prospecting) on a consistent daily basis before any other personal or professional assets, virtues, skills, or abilities can be applied.

SPG*Gold™ is a world-class testing and assessment methodology that is driven by software and is designed to measure Sales Call Reluctance. It was developed by a team of behavioral scientists who spent almost three decades researching the phenomenon, its causes, and how to overcome it. The program's evaluation and follow-up programs are proven corrective measures designed to increase your salespeople's prospecting effectiveness and - most importantly - your sales revenue.

A Comprehensive Sales Assessment
SPQ*Gold uses an exclusive set of filters to increase testing accuracy and provide a comprehensive assessment of call-reluctant behaviors and attitudes. Developed as a result of over 25 years of research of salespeople and what makes them successful, SPQ*Gold measures twelve inhibiting factors that can prevent otherwise exceptional performers from achieving their potential - and their targets.

A Program for Success
Drake's Call Reluctance program is a four-step solution, based on consistent follow-up to monitor changes in prospecting and cold-calling behavior and habits. From an in-depth attitude and behavioral profile to a comprehensive training and personal program for each individual, Drake offers an integrated approach to overcoming call reluctance in individuals and organizations alike. SPQ*Gold is a proven system for maximizing the productivity of a sales team.

SPQ GOLD - Case Study - Telecommunications
The purpose of this study was to initially examine the effectiveness of a workshop reported to help counteract sales call reluctance in the telecommunications industry.

Method
Forty-two salespeople from a large U.K. telecommunications firm were selected for participation in the study. This group was divided into a control group and experimental group. The experimental group participated in a two-day workshop protocol developed specifically to reduce sales call reluctance and to increase the number of contacts initiated with prospective buyers. Participants were introduced to foundational call reluctance theory, principles, and self-management techniques, which have been shown to be beneficial in other sales settings (Dudley, Barnett & Goodson, 1994; Dudley & Barnett, 1994). Each participant was provided a personalized action sequence to follow after the workshop to ensure the skills and information acquired during the workshop improved prospecting behavior. The control group did not undergo any training, but continued their normal duties. Sales performance, for both groups, was monitored. Average production was annualized according to the sponsoring company's standard computational method and compared after six months.

Results
Annualized production for the control group after six months was 87.1 per cent. The experimental group obtained 127.3 per cent during the same measurement period. The experimental group outsold the control group by 40.2 per cent.

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