The top salesperson closes at 45%. The rest of the team closes at 26%.

The gap between your best closer and everyone else is usually read as talent. More often it is a repeatable sequence nobody has written down.

By Steve 5 min read
Abstract bridge artwork for The top salesperson closes at 45%. The rest of the team closes at 26%.

Almost every sales team has a spread. One person converts at a rate the others cannot match, and the explanation offered inside the business is nearly always the same: they are a natural. Which is a comfortable answer, because it requires nothing. If the difference is personality, the only levers are hiring more of them and hoping the good one stays. The evidence rarely supports that reading. When the gap is decomposed properly, most of it sits in decisions made in the first two conversations, not in anything that happens…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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