Are you Candidates Comfortable Making outbound Calls?
Test candidates for calling comfort to discover the natural-born salespeople in your talent pool.
Calling Comfort
Definition
The willingness to make outbound phone calls to people with the intention of marketing something.
This trait describes the willingness of a salesperson to make telephone calls. It also measures a willingness to make phone calls to others in the course of business.
What the Trait is NOT
This trait does not measure how well a person makes phone calls or how successfully he or she makes them. It measures willingness to do it which is the major hurdle to the success of marketing over the phone. It does not measure willingness to make unsolicited, cold calls to strangers who are likely to be resistant to such calls.
Closely Related Traits
- Talking
- Confronting People
- Warm and Social
- Assertiveness
Closely Related Tests
Predictor Profile
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Extreme Low Range
0 to 4. This person is very reluctant to make phone calls. If this person has a proven record in sales, he or she will have difficulties in a sales position that requires making phone calls many hours a day, especially after the first three months of employment. If talking is also low, this person may even put off making internal but necessary calls.
Low Range
5 to 39. This person is reluctant to make phone calls. If this person has a proven record in sales, he or she will have a problem in a sales position that requires making phone calls many hours a day, especially after the first three months of employment.
Medium Range
40 to 60. This person has some reluctance to make phone calls, especially if the intended message is challenging. If this person has a proven record in sales, he or she will have little problem in a sales position that requires making phone calls many hours a day.
High Range
61 to 95. This person has an above average willingness to make phone calls. If this person has a proven record in sales, he or she will have no problem in a sales position that requires making marketing phone calls many hours a day. This trait may or may not indicate a willingness to make unsolicited cold sales calls to strangers.
Extreme High Range
96 to 100. This person is very comfortable making phone calls. If this person has a proven record in sales, he or she will be comfortable making marketing phone calls many hours a day. This trait may or may not indicate a willingness to make unsolicited cold sales calls to strangers.
Interview Questions
Do you think people can be scary over the phone?
Do you feel it is more efficient to only call people you feel pretty sure you can persuade?
What is the most difficult time of the day to make sales type calls?
What about calling people at lunch or dinnertime?
For Manager Empathy
Test candidates on the calling comfort trait if their job requires them to consistently make calls.
It will allow you to see how willing and comfortable they are with making outbound calls.
