•Albert Berchie
•Alan Cole
•Alistair Emslie
•Alistair MacDougall
•Ammar Ahmad
•Ammar Waqqaf
•Andrew Hay
•Anthony Davey
•Bob Gorton
•Bob Kottritsch
•Carl Simon
•Colin Jones
•Duncan Middleton
•Danny Grant
•Gerald Haseldine
•George Collin (USA)
•Jim Carolan (USA)
•Ian MacLean
•Ian Williams
•John Daly
•Karen Platt
•Malcolm Heaven
•Martin Reynolds
•Martin Lissenburg
•Martine Bishop (USA)
•Mike Cooke
•Mike Harkins
•Nick Winfield
•Paul Nowell
•Paul Samuel
•Paul Turnbull
•Peter D Anderson
•Peter Whimster
•Ray Warren
•Richard Wakley
•Rick Eggleston
•Roger Burgess
•Richard Waterfield
•Shankar AVSB
•Shiv Datt
•Tony Gimple

The Sales Call Reluctance Scale

Alistair MacDougall joins Penman – Alistair specialises in helping companies ensure that their Sales Force are not Reluctant Heroes – a concept researched and established by two American behavioural scientists, George Dudley and Shannon Goodson of Dallas Texas.

Dudley & Goodson spent over thirty years observing and investigating salespeople in many USA companies and invented “The Sales Call Reluctance Scale” (Trademark of Behavioural Sciences Research Press Inc of Dallas, Texas).

Most Sales Managers today would be aware of Sales Reluctance however Dudley and Goodson were able to identify and label 12 Behavioural patterns and found a combination of these present in up to 80% of new sales people and even veteran sales people suffer to the extent of 40%

What is not known however is that if the symptoms are not identified, it is highly likely that the typical business cures are more likely to add to the problems as opposed to solving them.