HTSS39 - If you are a closer you are the prize - Scott Sylvan Bell

<p style="text-align:center;">If you are a closer you are the prize</p> <p>One of the toughest conversations in sales is about commissions. Companies think that they have the leads and you are the beggar with nowhere to go. Hands down in the world of sales if you are a closer you are the prize and not the other way around.</p> <p>When you look at the field of salespeople 80% of salespeople are not very good and 20% are the closers. The 80/20 rule in sales plays out in every industry and with every group of salespeople.  </p> <p>At most on a team you will find that 35% of the sales team is good and the rest is poor at what they do. When you look at the math it plays out this way 80% - 15% = 35% of the world of sales is closers to getting good. 65% of salespeople are not what should be on a sales team.</p> <p>The real problem the bottom performers:</p> <p>Most salespeople are not very good and waste space in an office, this means they are a liability to the office. The real problem comes from the management and how they don’t know how to sell.  </p> <p>Most sales managers came up in sales and were mid level or they couldn’t make it work in selling. These “sales managers” don’t know what to do or how to treat people especially the performers. In a way they are jealous of those who can close deals.</p> <p>Companies sometimes don’t really want a sales manager, they want someone they can push around to get their way. Most of the sales managers are mice and not men, they toe the line for executives or owners</p> <p>Some executives really want all of the control and don’t want the teams ran how the managers want them to be done</p> <p>The real power is in closing deals</p> <p>You have more power than you think when you are a closer. You have to look at the math it takes to work leads. If a salesperson runs 100 leads and can only close 30 of them they are a lesser salesperson than someone who can close 50 leads. A weak salesperson is a liability to a company. There is added costs for a company when the