Good sales managers focus on metrics. Quantifiable data is one of the most useful ways to judge how well your sales team is performing, and many sales managers would argue that their team’s close rate is the most important metric of all.
While a poor close rate is certainly a symptom of a problem, often it isn’t the problem itself. A poor close rate is usually proceeded by deeper issues from the beginning stages of the sales process. This means that simply telling your sales team to “close better” won’t improve results, nor will a training session on how to close better.