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    End-of-Quarter Sales Rush Costs Companies Money

    Dec 01, 2017 3 minutes
    BY KEN KROGUE

    Teams must be educated on the full impact of their end-of-the-period behaviours. Sales leaders will need to create action plans and compensation schemes that reward appropriate, long-term behaviour.

    Ask any organisation what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. You’ll probably get an uncomfortable laugh and a shake of the head.

    SALES TEAMS ARE CLOSING DEALS, AT ALL COSTS

    The market is pushing companies to hit incredibly high numbers, quarter-after-quarter and month-after-month. To comply, firms turn up the pressure tactics and close last-minute deals in

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