Often confused with call reluctance, Call Reluctance Impostors are missing one of three key factors namely 1) motivation, 2) goals, and 3) goal-obstructive feelings.
Impostors have quite a number of crucial features. The lack of one of the above three essential conditions, is accompanied by low prospecting activity that mimics call reluctance and will not positively respond to countermeasures to correct call reluctance.
- Low Motivation
When not prospecting due to a lack of motivation, low activity might look like call reluctance but that is where the similarity ends there. Call reluctance is when you are motivated but aren’t succeeding in direct sales. When the motivation is missing, this is considered as impostor. This happens when the salesperson does not want to prospect, learn new products or take responsibility for his/her own career.
- Goal Diffusion
This is found in salespeople who convince themselves that boredom cannot be tolerated so it must be avoided. Consequences include tending to confuse customers due to being easily distracted themselves, lack of focus and the lack of important sales activities such as prospecting. Due to changes in management, policies and/or computer systems, the rules keep changing and one must be able to keep up with the challenges presented to him on a daily basis.
- Low Goals
Low Goal Impostors lack the clear goals to provide meaning in their career or a reason for working hard. The majority of Low Goal Impostors have never learned how to define their goals, select them and strive towards them. They are usually unable to commit to anything unless it promises a short-term pay-off.