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