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.