What is the term for when a salesperson excessively analyzes a situation instead of making sales calls?

The term for when a salesperson excessively analyzes a situation instead of making sales calls is known as "analysis paralysis." This phenomenon occurs when an individual becomes so overwhelmed by the amount of information available and the various options to consider that they find themselves unable to make a decision and take action. In the context of sales, this can lead to missed opportunities and decreased productivity, as the focus shifts from engaging with potential clients to overthinking strategies and outcomes. Recognizing analysis paralysis is crucial for sales professionals, as it is important to strike a balance between thoughtful consideration and proactive engagement with customers.

The other terms provided have different meanings; decision fatigue refers to the deteriorating quality of decisions made by an individual after a long session of decision-making, too much information signifies an overload of data that can hinder decision-making without suggesting inaction, and sales avoidance is more about consciously avoiding sales activities, often due to fear or anxiety, rather than the indecision caused by over-analyzing a situation.