Why Generic Personality Tests Fall Short in Diagnosing Call Reluctance

Charlatans, Cranks, and Crackpots

Some consultants make bold claims about what their assessments can do. They promote broad personality tests that supposedly “also measure call reluctance.” These multi-purpose tools often come at a lower price, making them seem like a smart choice for budget-conscious teams. But when it comes to something as specific and critical as sales call reluctance, cutting corners on the front end often leads to greater costs later.

In sales, accuracy matters. Especially when diagnosing behaviors that directly impact performance.

Low Cost Now, High Cost Later

One particular test, used often in the insurance industry, claims it can generate a "call courage index" by pulling scores from unrelated personality traits. It suggests that the right combination of S, A, and other percentile scores can reveal how likely someone is to prospect.

The logic might sound impressive, but the method is flawed.

Stretching a general personality test to cover call reluctance is like stretching shrink wrap over something and saying it fits. Just because you can force it to fit, doesn’t mean you should.

When companies try to save money by using generalized tools, they risk making inaccurate diagnoses. And in sales, a misdiagnosis can lead to missed quotas, high turnover, and lost revenue.

The Right Tool for the Job

Call reluctance is not just a minor quirk or a vague personality trait. It is a deeply rooted, often hidden, form of fear that undermines prospecting behavior. It shows up in hesitation, avoidance, over-preparation, or even perfectionism.

It deserves serious attention, and serious tools.

Imagine a doctor performing surgery with a ballpoint pen. Technically, the pen can make an incision. But was it designed for that purpose? Of course not. A surgical instrument exists because the stakes are high, and precision matters.

In the same way, sales leaders must use tools that are specifically built to diagnose and measure call reluctance. Anything less is a gamble.

What Happens When You Use the Wrong Tool

Using low-cost, generalized assessments is like buying used airplane parts for maintenance because they looked like a bargain. It might seem like a good idea at the time. But the risks are real. And the damage can be long-lasting.

Your team deserves better. When reps struggle with fear or resistance around prospecting, they need a clear, reliable diagnosis. Not guesswork. Not a personality label. And certainly not a workaround pulled from unrelated scores.

Best Practices Start with Better Assessment

Diagnosing call reluctance requires a purpose-built instrument, one that has been carefully developed, rigorously validated, and field-tested for accuracy. Sales performance depends on it. Your bottom line depends on it.

If you're pounding nails, use a hammer. If you're cutting wood, use a saw. And if you're diagnosing sales call reluctance, use a tool that was built for that job.

Don't fall for gimmicks. Don't accept vague assurances. Get specific. Get serious. And choose an instrument that can actually deliver what it promises.