Setters, triagers and closers
Who does what in a high-ticket team, and where sales get lost.
In high-ticket sales, one person can't run the whole process well. It's usually split into three roles, each with a clear hand-off to the next.
| Role | Their job | Hands off when… |
|---|---|---|
| Setter | Opens conversations and builds interest. | The lead wants to talk. |
| Triager | Qualifies: fit, budget and urgency. | A call is booked with a closer. |
| Closer | Runs the sales call and closes. | There's a sale or a clear no. |
- In the gap between roles: a qualified lead nobody books.
- In follow-up: the first attempt goes unanswered and there's no second.
- In the calendar: calls with leads who don't fit, eating the closer's time.
That's why every hand-off should be visible: who has the lead now and what their next step is.
In Closeford, every lead has its assigned triager and its next action, and the booking goes to a closer by the calendar's rules. See Lead routing.