INTRODUCTION
A Better Way: A Nonstop Sales Boom
Most sales organizations are far too familiar with the following scenario: As the end of the quarter approaches, team members are frenetically working to close deals. Some will close those deals and some won’t. At the end of the quarter some salespeople have made their target, some haven’t. And at the start of that next quarter, almost all of them—those who didn’t meet their targets and those who did—will be facing insufficient pipelines and spend the next weeks chasing new leads that may or may not close in time.
Feast or famine, boom or bust, apex or nadir—it’s a pattern that too many sales organizations regard as a necessary evil. I don’t. I see it simply as an evil. This is what compelled me ...
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