Case Studies

Sales Call Reluctance Workshop


Financial Services Company

The Hill Group's Role

  • Sales Training
  • Data Analysis
  • Strategy Formulation


  • Improved contact initiation of loan and trust officers by 104 percent over two months
  • Increased qualifying interviews by 32 percent
  • Increased opportunities for business development
  • Enhanced knowledge of contact initiation barriers
  • Empowered personnel to more fully integrate complex product line

A Pennsylvania-based financial services company improved the contact initiation behavior of one of its business units with the assistance of The Hill Group, Inc. Our firm facilitated an extended program in which participants gained insight into how Sales Call Reluctance affects their personal careers and the careers of those they manage and/or train. This comprehensive, integrated approach included:

• Recognizing the importance of self-promotion
• Recognizing the difference between ethical and unethical self-promotion
• Learning what Sales Call Reluctance is, where it comes from, and how it works
• Identifying the four Sales Call Reluctance impostors
• Identifying the 12 types of Sales Call Reluctance
• Confronting participants’ own Sales Call Reluctance as indicated by test results
• Reviewing relevant research about Sales Call Reluctance
• Applying personal “prescriptions” for overcoming Sales Call Reluctance
• Making a commitment to overcome Sales Call Reluctance through post-workshop follow-through procedures