Eric Deeran argues that a falling close rate usually isn't the closer's fault. The real problem is bad leads and weak calendar calls. Hiring a new closer wastes money if you don't fix what's actually broken.
A lot of times you don't need a better closer. You just need better calls on the calendar. The number one trap we see is that your close rate drops and then you blame the closer. And sometimes that is the case. Sometimes the closer actually sucks. Sometimes they, they're, you know, losing deals on the call. I would look at what those calls look like because when you dive deeper, a lot of times it's actually the lead quality. Because if you didn't look at the lead quality, you'd probably say, well, it's the closer. I need to hire the closer. I need to find a new closer. I need to ramp them up. I need to train them. And that would be the wrong move in this instance because you'd be wasting your time doing something that doesn't actually move the needle in your business.
