Thursday, July 19, 2007

End of the Quarter

Since the salesperson (and normally the SE as well) is motivated by quarterly (or periodical) results, this leads to some frantic behaviour as the period comes to its close.

This comes to a particular head at the end of the year.

The effect of the results ranges from loss of job to enormous bonuses, and therefore people will react to any activity from the customer.

Most sales related staff though are not just led by the lure of the large rewards but also want to have that sense of achieving their goals, and creating business relationships.

I am going to look into a few parts of this end of year period and comment on them in the next few weeks including
  • Achieving that Quota
  • Negotiating the next Goals
  • Good incentive schemes versus bad incentive schemes
  • Team building exercises at Sales Kick Off events
A post that I read recently relating to some of the negatives of being Quarter based is Stop the (end-of-quarter) Madness at www.focusedperformance.com.

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