If your people are truly consultative in their approach closing skills sets should not be the focus on any improvement program.

When we evaluate sales teams, we focus on their mindset and skillsets/competencies.

When we debrief leaders on the sales-team evaluations, they often get focused on the low 'closing skillset' of their people.

We explain that if their salespeople suck at building rapport, being consultative in their approach, cannot position value and poor at qualifying opportunities, then yes, they need to have excellent closing skill sets. This is because the sales engagement method is one of showing up and throw up.

Check out the video of Michael discussing further when and when not to focus on closing skill sets.

Want to see an example of the information we find out in a sales leadership and sales evaluation - click here