Back
The War Room
Question
Post

What major actions would you take on month ends and quarter ends to hit your quota and also increasing the logos of yours from your pipeline?

Please do include the detailed action matrix you use to make sure :


Touchpoints

Closing points

Last minute proposal modifs

Etc


Roles : SDR/AE/VPs

๐Ÿฐ War Stories
๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
3
Smithy
Politicker
+4
Director of Sales
Why would month/quarter end be any different to the rest of the time period?

Have a process, stick to it, and you will be fine.

No point in discounting in the last week if you've been shouting one price the rest of the time
Salespreuner
Big Shot
+11
Regional Sales Director
Agree with this perspective. But let's say, a client is on the verge of closure and you can sense it, if price is the only standpoint to work upon, would you still not recommend discounting?
Smithy
Politicker
+4
Director of Sales
It would depend on multiple factors for me. If they know what price they need to get it to for a decision before your close date, then maybe, but it would depend on the % discount.

Discounting is a part of sales, but most do it badly, hence my reluctance with it.ย 
Show 1 more replies
Chep
WR Officer
+10
Business Development Team Lead
Honestly, I don't change things up because it's the end of the month. I've lost deals in the past being too pushy and not going to let that happen again.
Salespreuner
Big Shot
+11
Regional Sales Director
I hear you Chep๐Ÿค
slaydie
Politicker
+5
Account Executive
Preach! I used to do this, like run end of quarter discounts or promos to deals I lost or others that were stuck. It worked, I definitely sold some deals but found it overall messy. The worst would be when the prospect would come back months (or years) later and ask for that promotional price I offered....so I stopped and have been fine since. I run every day like EOQ.
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
If you're waiting till the last week of your quota period to close business then I've gotta have a come to Jesus moment with you.

Prevent the end of quota period stress by running tight deal cycles throughout the month/quarter. Have deadlines in place with clear negative consequences for missing them. Have a clear path to close for ALL opportunities, and kill the ones you don't.

TL;DR do more in weeks/months 1-2 to solve for your hair-ripping-out-stress later on.
Salespreuner
Big Shot
+11
Regional Sales Director
Yes. I agree with your process. The deadline methodology in whatever be the case and outcome (Positive or outcome) surely does the trick
Thanks for the feedback :-)
22
Do you delay deals to hit the next quota?
Question
79
Do you delay deals to hit the next quota?
Sa
Al
+169
SaaSDaddy , ย  Jeetzus , ย  AlexFR ย  and 169 people voted
*Voting in this poll no longer yields commission.
1
How many months per year should an AE be allowed to miss his/her quota without losing the job?
Advice
17
Months quota missed :
gg
+31
ggd1002 , ย  recruitem , ย  Broncosfan ย  and 31 people voted
*Voting in this poll no longer yields commission.
6
How are you generating pipeline during the busy month of July?
Discussion
5