Your buyers learned your quarter-end before your new reps did

Period-end discounting rarely buys revenue that wouldn't have arrived. It buys timing, and it teaches the other side exactly when waiting pays.

By Steve 5 min read
Abstract bridge artwork for Your buyers learned your quarter-end before your new reps did

Plot closed deals by day of the quarter and most sales organisations get the same shape: a thin, flat middle and a spike in the final week or two. The usual reading is that the team finishes strong: that pressure concentrates effort, and effort closes business. The less comfortable reading is that the spike is not made of urgency at all. It is made of concessions, and the buyers know when to arrive for them. The distinction matters because the two readings imply opposite responses. If the spike is effort,…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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