SPQ*GOLD/FSA - Sales Preference Questionnaire/Full Spectrum Advocacy

Identify Hidden Barriers. Increase Sales Activity.

The SPQ*GOLD/FSA is the industry’s leading assessment for measuring a salesperson’s willingness and capacity to initiate contact. It predicts actual prospecting behavior—whether the individual will engage, avoid, or delay outreach activity—by identifying both the presence and intensity of up to 16 types of Sales Call Reluctance®. These are emotional barriers that prevent capable salespeople from picking up the phone, initiating face-to-face conversations, or leveraging outreach tools effectively.

This isn’t a personality test. It’s a behavioral diagnostic used to determine whether someone is going to make the calls—and if not, why. It delivers clear data on high, moderate, or low engagement, as well as insight into the specific internal roadblocks affecting performance. For managers, it provides a practical framework for development conversations, training investment, or pre-hire decisions.

Applicable across traditional B2B/B2C sales teams, inside sales roles, field reps, and even leadership, the SPQ*GOLD/FSA is widely used by organizations that want to move beyond guesswork and pinpoint what’s really holding sellers back.