The Revenue Vault: Inside the minds of sales leaders who build unstoppable revenue engines.
Jul 3, 2026 · 44 min · 14 segments
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Angela BakerGuest
Marcus ChanHost
I actually would rather your close rate go down if it means that you've got more at bats and you've got more opportunities that you're running at.
So I think it's really important for a rep to understand their personal close rate only because then they know how much pipeline they need.
As sales leaders, our natural instinct is to spend time with that top 20% because it's fun for us.
It's fun being on sales calls and seeing them just like kick ass and close deals.
And ultimately where we should be spending our time as sales leaders is that middle 70% who are just kind of sitting in the middle, lukewarm, but with some coaching, with some energy could probably get to that top 20 and have that potential.
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I actually would rather your close rate go down if it means that you've got more at bats and you've got more opportunities that you're running at.
So I think it's really important for a rep to understand their personal close rate only because then they know how much pipeline they need.
As sales leaders, our natural instinct is to spend time with that top 20% because it's fun for us.
It's fun being on sales calls and seeing them just like kick ass and close deals.
And ultimately where we should be spending our time as sales leaders is that middle 70% who are just kind of sitting in the middle, lukewarm, but with some coaching, with some energy could probably get to that top 20 and have that potential.
