In The Sales Arena

There are a number of things that can stall out a sales career but the "one thing" I see over and over again is when a sales rep starts playing with the numbers! It generally starts out with manipulating what we are projecting for the year in a way that makes it as easy as possible to make quota while, at the same time, keeping the sales manager happy! The second phase has us either holding orders back at the end of the month/quarter/year because we have already exceeded our plan so we can front load the upcng month/quarter year! Or, we are running around at the end of one of those cycles, like a chicken with our heads cut off, just to make the number. This podcast speaks to the dangers of these tendencies, and others, and what to do about them so our numbers stay on a constant growth trajectory instead of stalling our sales career!