Audit the Sales Machine Before Blaming the Closer

Operator Note

WILD to me how fast companies will put a closer on a PIP after one bad month.They're doing well and all of a sudden, not so much.And SOMEHOW, the investigation immediately becomes:"What’s wrong with the closer?"Meanwhile...HOWWWWW many OTHER variables are ALSO at play at the same time??And yes, we're going to list a bunch of them for your viewing pleasure just so no one can say I didn't mince words here.Let's ask a few questions for the apparently obvlious crowd running offers like their poo don't stink:Did the source or type of traffic change?Did the ad budget change?Did the quality of the leads change?Did your qualification process change?Did the buyer profile hitting the calendar change?Did what prospects saw or were told BEFORE the call change?Did the amount of nurture before the call change?Did the time between becoming a lead and taking the call change?Did your offer, price or payment options change?Did 3rd party financing approval rules change?Did competition change?Did something change in the market that affected how buyers were spending?Or did something change that you have absolutely NO idea about?There are a LOT of things that determine how "closable" the calls on a rep's calendar actually are.The closer is ONE of them.So if someone has already shown they can produce and suddenly has a bad month...MAYBE....audit the ENTIRE machine before deciding the rep all of a sudden just forgot how to close.Welcome to the Casino. Where it's always someone elses fault.