I remember one day, leaving the office to grab a quick bite and with tension present in my face, a software developer that was walking out with me asked “why the rush”? ”Oh, nothing, quarter end, that’s all…..”. He looked at me and said – “Quarter end? What’s that?”. While that statement highlighteded a lack in communication across functions in our small organization of 200, it did force me to pause.
What is so magic about quarter end? Why can we to some extent, condition our clients to make a decision by a timeline that we define? Forget the discounts that will happen, the frustration on some clients that were never ready to close and should have not been pushed to begin with. What is it that make it so special that it can motivate an entire sales team with a timeline to produce. Can’t it be Quarter End Every Day?
You can always use the Dilbert Closing Statement at Quarter End
Filed under: Sales management Tagged: | closing, sales, Sales management, sales process
