Low Closing Rates? Here’s What You Can Do About It

Low Closing Rates? Here’s What You Can Do About It

It’s another of the most common complaints we hear from business owners and sales leaders: Our salespeople can’t close. And they’re right. Most salespeople, unfortunately, are not great at closing.

The closing facts

This isn’t just an opinion, it’s backed-up by some impressive data. Using the Objective Management Group’s vast database of over 1,000,000 salespeople, I pulled information on 359,000 to determine how many had the traits of a proficient closer (see sidebar). On average, these salespeople only have 31% of the necessary characteristics. 31%! Having so few of these traits, it’s no wonder we hear complaints about salespeople closing.

Closing isn’t intimidation

A […]

Telling Ain’t Selling…Nor Is It Managing

Telling Ain’t Selling…Nor Is It Managing

Telling is NOT selling goes without saying. Anyone worth the commissions they collect knows this. But telling is not sales leadership or coaching either. It simply won’t help an individual salesperson get any better. People rarely learn by being told, “do this”, or “do that.”

Telling for Failure

Too frequently it’s what I see however.  Managers telling salespeople what to do and how to do it. As a matter of fact, I frequently witness this situation when I get the chance to sit in on the sales “training” sessions of prospective clients.

Typically, the manager will start off having the salespeople break up […]