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Sales’ Abysmal Closing Ratios

Very recently in a post, a member referred to "sales’ abysmal closing ratios".

What about closing ratios? Is "abysmal" really the norm--and among who? The selling community at large?

Anyone want to comment about whether the phrase has validity--and in what context? I can't help thinking that if salespeople aren't closing, then WHO is?

Thoughts? - by Ace Coldiron
Ace...I haven't read that post and quite frankly I don't think I want to. As for sales it is as more mental attitude than anything. If you think abysmal then that is what you get. I have heard some woe is me complaining but I choose not to participate. I am in media sales and, advertising is usually the first to go in an economic downturn. If you have educated your clients and they trust your advice you should be in fair shape when times like this come around.

Warmest Regards - by MPrince
Martha, the article I referred to was using the author's own opinion on the lack of adequate and appropriate skill sets among members of the selling community.

Your post, in a different context. has more weight and meaning, in my opinion. I sometimes think that the media is trying to "position" the public's mindset into a doom and gloom state. The fact is that the Dow Jones is what it is. The people that can SELL are the best prepared to make things better, not just for themselves, but for everybody that their ripples will reach.

The media has forgotten something that they--above all others--should know if they know their field. You can't position a thought any more than you can position a company or product. The public (market) does the positioning.

Like you, I'm one who is not buying the doom and gloom. I have this BAD habit to support. It's called work. - by Ace Coldiron
Ace, I'm not sure I'm subscribing to your thoughts about, "You can't position a thought any more than you can position a company or product." After all, companies spend a massive %age of the marketing budget telling the world at-large why it's tough to live without their product or service (some much better than others admittedly).

As well, I'd take umbrage with the concept that the close is entirely the domain of the SR in the field. In my (B2B) experience, you really can't "sell fridges to eskimos". The implication being that there is a team involved which positions, prices, raises awareness, supports the pre-sales effort, asks for the order, and administrates effectively.

In each instance where the SR is out there on their own, the drop-off in effectiveness is huge! Where the team works well, sales are viewed as champions.

As in every role, there are superstars and there are "strugglers". In sales, it's like being the race car driver: when you crash everyone sees it. In my capacity as sales manager, I would participate in senior management team meetings. When the numbers were off, and a peer from finance, admin, or marketing would put the blame on sales, I would invite them to take over a patch for one week. No salary. No supporting admin (to do the menial stuff). AND, have their name posted on the wall at the bottom of the list of winners ... all the while standing in front of the non-sales groups listening to why they failed!

Good luck & Good selling!
Pat - by OUTSource Sales
Pat, I understand what you are saying...there seems to be a huge chasm between the two (Top Sales and Bottom Sales). I have made it my mission to try and reduce that great gap as much as possible. Often I believe it is simply a mindset.

Warmest Regards - by MPrince
Ace...I am afraid I have that same BAD habit. I also know my clients want to hear good things from me. What you said about the media preaching gloom and doom is true but, like you and me business owners want to hear some good news. I, of course, don't want to be a "Pollyanna" I have to truthful and considerate but I always bring good NEWS! That is why it is vital that I have built a relationship of trust with my clients. If my