Why wait until the end of a quarter to hit the gas?

Far too often I've been requested frenetically by leadership to pull a closed deal out my ass at the end of the quarter. I completely understand the pressure, and the reason behind the request, but I think the approach is backwards. There's always a chance for a soft quarter, which naturally leads to a stressful last few days, but why would we wait until this moment to kick it into high gear and scramble? If we're going to run around like chickens with our heads cut off at the end of a quarter to close deals, we might as well reverse it - and run around like chickens with our heads cut off to close deals at the START of a quarter.

👑 Sales Strategy

📈 Closing

💆‍♂ Mindset

5 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

This is probably my number one complaint about internal forecasting. Trust me, I want to make money more than anything. If I could pull a deal in, I fucking would.

The issue is we have to cover for other reps who slipped, causing leadership to miss their number if we don't create a Christmas Miracle.

CuChulainn

Catalyst

SDR Hybrid

I understand the issue and the pressure leaders are under. But when you've gone 2-3 quarters in a row, and they've all been a shit show towards the end because we're behind or close, it's time to take a look at the strategy.

looper1010

Celebrated Contributor

Solutions Specialist

Absolutely this. Covering for others who missed the mark lights a fire under everyone

SaaSguy

Tycoon

Account Executive

Prospects pretty much at this point understand EOQ = discounts/incentives in SaaS. Its a good time to buy.

GDO

Politicker

BDM

It’s all about the short term goals/gains with shareholders.

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CuChulainn

Why wait until the end of a quarter to hit the gas?

5 comments

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