Impostors are a central concept in Sales Call Reluctance research and plays a critical role in improving both individual performance and company performance. Impostors are behaviors or attitudes that give the impression of being valid sales Call Reluctance to sales and are just evasions or ways to justify avoidant behaviors. Gaining control over barriers is crucial for several reasons, both for companies and for the individual seller. Here are some of the most important aspects:
1. Identification of the real root of the problem
Impostors can mask the actual reasons behind a salesperson’s difficulty performing, for example:
• Lack of self-confidence.
• Fear of rejection or negative feedback.
• Excessive perfectionism leading to management paralysis.
If these apparent obstacles are not identified and dealt with, there is a risk of missing the chance to remedy the real problem.
2. Improved efficiency and resource management
Impostors often lead salespeople to avoid important activities such as prospecting or follow-ups and instead spend time on “safer” but less effective tasks. Examples can be:
• To revise presentation material.
• Waiting for “perfect” conditions before making contact with a customer.
By taking control of apparent obstacles, salespeople can instead focus on the activities that really drive sales and revenue.
3. Increased authenticity and credibility
When a salesperson act based on apparent obstacles, it can negatively affect customer relations. An example is when a salesperson avoids dealing with difficult conversations and instead focuses on less critical tasks. This can give the impression of a lack of commitment or professionalism. By dealing with apparent barriers, the salesperson can become more authentic and credible in their customer interactions.
4. Creates a culture of honesty and responsibility
If false barriers are not addressed, they can spread throughout the organization and create a culture where evasion is normalized. This can lead to:
• Reduced sense of responsibility.
• Slower results.
• Lack of team dynamics by working actively to identify and eliminate obstacles, a culture of responsibility and proactivity is created instead.
5. For stagnation and increased growth
Barriers can create a false sense that salespeople are “doing their best” even though they are not acting on the most crucial activities. Addressing obstacles empowers salespeople to unlock their potential, benefiting not only their careers but also the company’s growth.
How important is it to get control of the obstacles?
Dealing with obstacles is absolutely necessary in order to create long-term success. Barriers block development and hide the real challenges. By understanding and controlling them, both the individual seller and the company can:
• Free up resources.
• Focus on strategic goals.
• Build a high-performing and motivated sales organization.
The research on Sales Obstacles shows that salespeople who succeed in identifying and taking control of their apparent obstacles often see rapid and measurable improvements in both performance and self-confidence. For companies, this means improved efficiency and greater financial returns.
In other words: Gaining control over apparent obstacles is one of the keys to creating sustainable and long-term success in sales.
