In her work teaching her buying facilitation method, Sharon Drew Morgen (author of “Dirty Little Secrets”, reviewed here) states that she has worked with groups who have doubled their sales close rate. This doubling is possible because sales people are facilitating the change management that must occur in the buyer’s organization. And because the average close rate for companies with a direct sales force is low, around 7%.

What would it mean if a company doubled it’s close rate simply by increasing the productivity of its Sales people?
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