One of the first things new salesmen are taught is “always be closing.” New research and experience from many sales teams indicate that the ABC mindset can be detrimental to your revenue. Focusing on commissions and sales goals sends small, sometimes subconscious, signals to my leads that I did not have their best interests in mind.
Selling success (there are many terms for it) is a customer-oriented mindset. As a salesman, it’s my only goal to make my client successful. If your sales manager focuses on the Always Be Closing strategy and drives your team with that in mind, you could end up with a stressed out sales team focusing on getting the manager off their back rather than finding solutions for your customers.
It is worth a few minutes of your time to check in with your sales team and see what the mindset is. Salesmen focused on closing as many deals as possible as quickly as possible have a tendency to close customers who are not a good fit for your product. In the long run, this hurts your reputation and drains resources in trying to address the poor fit issues. When your sales team is focused on making their leads successful, more effort is put into finding the problems and implementing strategies to make the offered service a success for the lead.
Customers don’t care about how many sales your team closes. They care about themselves. If your sales team focuses on how to make the clients successful, you are gaining clients who are making you more successful through their success.