It’s that time of year. The leaves are starting to turn that rusty orange, the days are getting darker, and your Q4 sales goals are coming up quick. You’re not alone. Many companies will be rushing to achieve their revenue marks for the year. But at what cost?
One Harvard Business Review article states that in order to hit the high expectations for deals during this time of year, “sales reps give better terms to customers who wait until the last minute – with both sides knowing they can rely on dropping prices and a sure closing…”