Sales Call Reluctance™️ is more than a simple aversion to calling; it’s a complex barrier that often paralyzes salespeople, resulting in lost revenue and unmet potential. Beyond fear of rejection, Sales Call Reluctance includes perfectionism as procrastination, where reps over-prepare instead of making calls, and a crippling internal critic that undermines their confidence. This reluctance can be intensified by a perceived misalignment between sales tactics and personal values, such as avoiding assertiveness to not seem “pushy.” Additionally, high-value prospects are frequently left untapped as salespeople gravitate toward “safer” leads, limiting the quality of their pipeline.
For managers, recognizing these obstacles is key to empowering their team. Traditional incentives fail because they don’t address the root emotional drivers of reluctance—fear, self-doubt, and burnout. Sales managers can create a supportive environment where reps feel safe acknowledging their challenges and developing self-awareness. Building resilience through targeted coaching, encouraging personal goal alignment, and promoting emotional intelligence can transform Sales Call Reluctance into proactive engagement.
Encouraging salespeople to focus on the value they bring, rather than fearing the outcome, shifts their mindset. When reps feel confident in their worth, they can approach prospects with genuine interest, overcoming hesitations. The path to overcoming Sales Call Reluctance requires more than scripts and incentives; it involves cultivating an environment where fear of rejection is neutralized, and confidence is built, allowing each rep to fully leverage their opportunities.
Sales Call Reluctance is the emotional hesitation to proactively prospect and self-promote. It has a first cousin — Close Reluctance, which is when salespeople hesitate to ask for the business, call the prospect into action and close the sale.
Sales Call Reluctance is a registered trademark of Behavioral Sciences Research Press (BSRP). Connie Kadansky has been a licensed rep of BSRP for 29 years.