A common problem facing mid-sized selling organizations is unsustainable closing rates. I regularly conduct sales and marketing assessments for growth companies and it’s not at all unusual to see closing rates in the 20-25% range. Unless you’re selling to an extraordinarily large market or have raised the capital to support a very expensive growth effort, a rate under 33% is simply not going to work. If you’re involved in high-consideration sales, you should be shooting for a closing rate of...
