Tips to make sales closures spread across the quarter
Here are some tips to overcome this scenario:
1) Having weekly/monthly closure targets and reporting rather than quarterly targets. Many PAAS & SAAS companies manage that well. The ‘pressure’ is spread across the quarter.
2) No discounts at quarter end. Even if the client sets you up with competition – have a clear policy with a violation code that offers no extra discounts – at quarter end.
3) Decrease deal size. Noting gives you run rate better than smaller deals that are easier to renew rather than one large deal that is all-or-nothing.
These tips should help relieve some of that burden!