All of the training and incentive in the world will not change a salesperson who is not wired to cold call.
Have you ever noticed that some salespeople will cold call while most avoid it like the plague? It is largely because cold calling exposes salespeople to the emotional risk of social rejection. Clearly some salespeople can handle social rejection while others crumble in its face.
I have studied what causes cold call reluctance and while lack of skill in a major contributing factor, the root of the problem is most salespeople have a Behavioral Style that is not suited for cold calling. For some salespeople, all the cold calling training and whispered sweet nothings and eventual threats in the world will never, ever motivate them to tackle cold calling.
Salespeople who are forced to cold call but are not wired to do so look like hostages reading prepared statements they do not believe in.
Your Customers deserve better.