Christian Polk breaks down why a sales team should fire two underperforming closers. Joe closes 35% of calls while the other two close 20%. If Joe takes their calls, he could triple his volume from 55 to 165 calls monthly and earn $70-84K instead of $28K.
Chapters
Joe was telling me that he's getting around 55 calls per month right now. And there are 2 other closers. Let's just say closer 2 and closer 3. They are both getting about 55 calls each. So let's just call this 110 and they are closing at a 20% close rate. Joe here wants to work more hours. He wants to make more money. So the very first thing we have to understand is it is literally costing the company money right now to fill up Closers 2 and Closers 3 calendar. And because they're closing at 20% and Joe here is closing at 35%, so there's literally a 15% difference. So just from this alone, just from you being the number one closer, you actually looking at the numbers, you doing the math, he needs to be in his owner's ear getting these other closers fired. There is no reason these other closers should be on this offer if Joe is willing to sit there and take anywhere from 8 to 9 sales calls per day, which he is willing to do. And just by that alone, just by that alone, doing absolutely nothing else, he is able to triple the amount of volume. And if everything else stays equal, let's say it even drops a little bit, but let's just say $28,000 times 3, he's at now $84K commissions. Let's just cut it and just say he's at like $70K in commissions just by getting these other people fired, as he should, because it's costing the company a lot of fucking money.
