“Don’t hire a person for what they can’t do; hire them for what they can do.”— Peter Drucker
Anyone who has been in financial sales for any length of time has heard the term “call reluctance.” While there are entire training programs, books and videos devoted to correcting this “problem,” I believe call reluctance is a myth. It is not a coincidence that certain sales professionals are matched to prospect. Managers need to find the right sales candidates for the job. The reality is that for top sales professionals — individuals who have the inherent personality characteristics to excel in consultative sales — call reluctance is a non-existent.