What Causes Sales Call Reluctance?

Sales Call Reluctance (SCR) usually originates from one major source – it’s learnt.

For many individuals it can take just one uncomfortable or embarrassing customer experience to imprint them with negative feelings; these feelings can then shape their actions in all similar situations in the future. In many cases it can be anecdotal 3rd party experiences (not even their own!) which contaminate their feelings and therefore their future actions.

The Most Common Sources of Contamination Are Known To Be:

Example

Large numbers of Medical Salespeople suffer from Role Rejection SCR. Although most are skilful and knowledgeable, they often find it difficult to have pride in the sales role. Many suffer from amplified levels of guilt or shame towards the job; this results in them being unwilling to demonstrate ‘vital’ sales behaviours such as closing or challenging customers for business.

When questioned, many explain that this emotional attitude towards their role was a direct result of the negative way that ‘significant others’ in their lives reacted when first told of their career choice. Because the important people in their lives did not value their job very highly, they found it difficult to do so themselves.

This experience shaped the way they then felt about carrying out their role, with often-disastrous results for themselves and their business.