Why did the phrase “coffee is for closers” from the 1992 epic film about sales culture, Glengarry Glen Ross, resonate with so many sales reps and sales managers? It’s because salespeople know that getting the signature is part science, part art.
Only the best sales reps can consistently navigate the “last mile” of the sale. They ensure ahead of time, that the customer has a problem their solution can solve, a budget they are willing to spend, and a decision-making process within which they can succeed.
There are many elements to meeting your quota, including effective prospecting, intelligent discovery, and your ability to leverage internal resources. That said, in any given year, the difference between “President’s Club” and a club soda may be directly related to how well a sales rep manages the last mile.
