Time-Based Closing Strategies: The High Cost of Procrastination

This consumerization of the enterprise sale reaches a climax as buyers define their place in the sales process, forcing sellers to follow the optimal buying window. Many executive management teams myopically focus on the increased deal flow of these trends and believe that these end-of-period efforts lead to valuable increases in the number of deals and associated sales revenue. Because of this, sales representatives are encouraged to procrastinate sales opportunities or pull deals forward, not understanding the full impact these behaviors have on company revenues. However, in expanding the data to look at end-of-period losses as well as deals, a different picture emerges—one that suggests a high cost for companies embedded in an end-of-period mentality.

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