SPQ/FSA Assessment for Sales Call Reluctance
The SPQ/FSA Assessment is the only assessment in the world that detects and measures all 16 types of sales call reluctance. With an SPQ/FSA assessment, you can discover exactly what is inhibiting the ability to prospect successfully.
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Overview
Purpose:
The SPQ/FSA is used world-wide in any organization that has a sales force. It is also used in professional service organizations for the rainmakers and business developers, i.e., lawyers, architects — roles that require proactive self-promotion in order to bring in business.
The SPQ is widely used for pre-hire selection of all types of salespeople, financial advisors, executive recruiters, insurance, equipment sales — any position that requires consistent proactive prospecting.
The SPQ is also used for training and development purposes of any salesperson.
SPQ also measures:
- Motivation: Physical and psychological energy available to prospect.
- Goal level: Emotional connection to goals and what is important to them (fire in the belly).
- Goal diffusion: Internal and external distractions, ability to focus.
- Problem solving: Emotional ability to handle frustration and see through complexities.
How it works:
The assessment is taken online (internet access is necessary). It takes approximately 72 minutes to complete. Once the assessment has been taken, you will receive a PDF copy of the report with customized comments. At that time, if you choose, we will be happy to arrange for a timely one-on-one interpretation of the report.
SPQ and Sales Call Reluctance are registered trademarks of Behavioral Sciences Research Press, Dallas, Texas