The SPQ*Gold, or The Call Reluctance Scale, was administered to agency managers and account representatives at an insurance company. The sample of 108 included 19 agency managers and 89 agents whose tenure ranged form 1 to 12 months. Relationships between average monthly new product sales commissions and Call Reluctance scale scores were examined.
Sales Call Reluctance and its predictability to separate low, average and high performance salespeople from each other
