Accountability couldn’t be more important than in the sales planning process. That cadence with which you are enabling your managers to inspect and reinforce is critical to driving revenue predictability.
You’ve been there. It’s the end of the quarter and your reps are scrambling for the number. The whole organization is a stress ball.
So, what happens? Sales reps go into the accounts and opportunities trying to squeeze anything they can into the quarter. They discount and lose margin, while they desperately try to close deals that aren’t baked. As sales leaders, you need to ensure your reps are doing two things well: