Reps Not Closing? Pay Attention to Your Sales Pipeline

Cold leads won’t get your team to quota.
Closing is never the problem. “Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up. Reps aren’t spending time on the critical business development activities that occur earlier in the sales process, so their sales pipeline is either dry or full of cold leads.
Trying to teach reps how to close without addressing the broken links in your lead generation system is a lesson in futility. It’s like trying to treat an injured back with pain medication. Unless you address the actual cause, not just the symptom, that nagging pain won’t go away.
So, what’s causing the pain in your sales pipeline?
Right Prospect, Wrong Person
In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. Their data suggests it’s not lack