Have you ever experienced this before in your business?

staff not placing sales calls…

Call reluctance in sales refers to the hesitation or reluctance of a salesperson to make sales calls to potential customers or clients.

In todays digital age we’ve also witnessed an increase in salespeople falling into this trap due to the misled belief that picking up the phone is no longer needed.

Given the platforms available and no help from our so called “Digital Marketers” more commonly known as the cowboys of the industry looking to merely capture quick transactions continue educating businesses that the emotional application in business can be achieved online, or that the level of human intervention across the entire sales cycle again not needed creating a complacency in the space.

Reputable sales leaders around the world all agree that cold outreach is here to stay and yes the introduction of AI and technology will help enhance and soften the sales approach.

This can manifest in a variety of ways, including:

1. Avoiding making cold calls or prospecting: A salesperson may avoid making calls to new potential clients or may delay making those calls as much as possible.

2. Fear of rejection: The fear of hearing “no” or being rejected by a potential client can lead to call reluctance. This fear can be so strong that the salesperson avoids making calls altogether.

3. Lack of confidence: A salesperson may lack confidence in their product or service, or in their ability to make a compelling sales pitch. This can cause them to avoid making calls or to feel anxious when making them.

4. Procrastination: A salesperson may find themselves engaging in non-sales activities like organizing their workspace or checking email instead of making calls.

5. Making excuses: A salesperson may come up with various excuses to justify why they cannot make calls, such as having too many other tasks to complete or not having enough time.

Call reluctance can significantly impact a salesperson’s ability to meet their sales targets and ultimately affect the success of the business. It is crucial for sales managers to identify and address call reluctance in their team members through training, coaching, and support.