Creating Trust and Loyalty as opposed to "Closers".

I just read an article by a Sales Consultant promoting how he is successful at helping business owners hire "closers". One of the main points was to continually interview sales people and remove "setters" . It goes on to say that only 10% of sales hires will actually be good performers. I would like to offer an entirely different perspective, the benefits of a strong pack vs the lone wolf

Professional salespeople who succeed over the long term are passionate about what they sell. They believe their product or service provides value to the customer. Most importantly, they trust in their management and their support structure. I have worked for sales organizations where every salesperson was energized and grew their territories. When one salesperson was sick, on vacation, had a death in the family, one or two others stepped up and covered. Time was spent positively, not worrying about when an axe would fall. Specialties and experiences were shared freely.

The above structure may sound like Nirvana or an unachievable reality. Make no mistake, it requires hard work, especially by management. The results spoke for themselves. To work with those groups was a joy. The hard truth is there is no quick solution to increased sales. Keys to an energized sales force are transparency, freedom to make good decisions and consistent pre and post sales support for the customers.

A pack always hunts better than a lone wolf.