Three Reasons for a Drop in Closing Success

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http://www.thevarguy.com – Dealing with a drop in closing rates can be quite a testy experience for business owners and sales managers who have otherwise seen a great deal of success. Consider a scenario in which your probability of closing a sale hovered around 70 percent in the past, yet not a single new contract has closed since the start of 2012. This was the challenge one VAR brought to us. It’s easy to put the blame on your sales reps when business isn’t closing. Sometimes they are to blame. But drops in closing success are often caused by common mistakes on the management end that you may not recognize. Here (IT news)