1. SPQ*GOLD� is the only test designed specifically to measure the presence and severity of
all 12 types of Sales Call Reluctance� behavior. It also measures energy and goal levels. These factors are critical to success in sales.2. Call Reluctance� is the hesitation to initiate contact with prospective buyers in sufficient
numbers to support career goals.
3. Behavioral psychologists George W. Dudley and Shannon L. Goodson of Behavioral Sciences Research Press.
4. SPQ*GOLD� has been the subject of over 700 research studies in the last 25 years. It has
proven its validity time after time. Of course the validity of any test depends on what you will accept as evidence.
5. SPQ*GOLD�
Call Reluctance Scale�, a technical device has two applications. One is to supplement your sales candidate screening process. It may increase your chances of
hiring individuals who are more likely to contact prospective buyers and therefore be good sales producers. As you reduce sales employee replacement costs, you maximize sales
potential. The second application is to assess your current sales organization to uncover whether
and to what extent Call Reluctance� issues may be affecting current sales activity. The "Fear-Free Prospecting & Self-Promotion Workshop" may then be implemented to correct these
problems.
SPQ*GOLD� should be used in combination with prudent, thoughtful management for maximum effectiveness.
6. The SPQ*GOLD� has 21 scales.
7. Brake & Accelerator Scores
The 12 Types of Call Reluctances�
The 3 Call Reluctance� Impostors
The problem solving score
The 3 Filters
8. The Brake Score measures the total amount of energy lost to coping with prospecting rather
than actually prospecting.
9. The Accelerator Score measures the amount of energy actually directed toward the goal of prospecting.
10. Currently Dudley and Goodson have discovered twelve types of Sales Call Reluctances.
There may be more.
11. Not everyone who has difficulty prospecting is call reluctant. Some people do not initiate
contact because they do not have the energy required. Others do not see prospecting as an
important activity related to their career goals. Some are busy with too many goals competing for attention. Others do not prospect due to a lack of training.
People who do not prospect for these reasons are called Imposters. Their behavior looks just like
Call Reluctance�. But by definition, you cannot be reluctant to do what you do not want to do or do not have the energy to do.
12. The SPQ*GOLD�
Impostor Profile is composed of three scales.
- The Motivation Scale
- The Goal Level Scale
- The Goal Diffusion Scale
13. The Motivation Scale is an estimate of the amount of physical energy someone brings to his/her career every day. For the purposes of SPQ*GOLD�
, Motivation is not the same as inspiration. Motivation is metabolic, measurable energy.
14. The Goal Level scale measures the degree and focus of goals. Motivational energy is
hard-wired to flow into goal-directed behaviors. Low Goal Level scores may indicate the absence of clearly defined, meaningful goals.
15. People with Goal Diffusion problems are "too busy" to prospect. Their energy is being
dispersed across multiple goals, which are simultaneously competing for time and attention.
16. The Problem Solving Scale measures the ability of the individual to focus attention and
intelligence on completing difficult and frustrating, procedural tasks.
17. There are three filters:
- Impression Management
Impression Management measures how much energy is devoted to trying to control the impression made on others and on the test.
- Hedging
Hedging scores reflect the degree of non-committal answers to questions.
- Response Consistency
Response Consistency measures the degree of care and attention given to providing meaningful information.
18. The filters measure how the individual took the test. They measure his/her attitude toward
completing the questionnaire at the time he/she took it. This is important because it may indicate if the individual did not follow instructions, was distracted, or was exaggerating on the
test. The filters help qualify test results.
19. There are a number of resources available to help you.
- SPQ*GOLD� assessment provides an excellent opportunity to receive feedback through individual consultation and interpretation with one of Focus Forward's trained professionals.
- The celebrated book, "Earning What You're Worth", by George W. Dudley and Shannon L. Goodson provides information about Sales Call Reluctance�; it's causes and effects as
well as how to prevent and overcome it.
You may contact some one at Focus:Forward, Inc. by phone, fax or
