True Story...

End of the quarter dilemma between a sales manager and sales person - true story...

SM: "What's happening with ABC Ltd?"

Rep: "They need to have a final discussion next Wednesday then we should be good to go. All the hard work is paying off."

SM: "We badly need that deal to drop today to hit our quarter target - call them and tell them we'll knock 30% off if they commit by the end of play."

Rep: "But don't we advocate for never discounting as it makes us look weak - particularly at the end of the quarter? I'll look like an idiot."

SM: "You think I really care how we look - I have the CEO breathing down my neck and we're £50K short of Q1. So call them and tell them the good news."

Rep: "I really don't think it'll make any difference - it wasn't about price, they just needed sign off from 2 other stakeholders. I've spent a lot of time on this opportunity and feel this would be a big mistake."

SM: "Do you want me to call them??! I don't care about your 'relationship' or anything else. Do what I say and stop arguing with me."

The rep does as he's told.

They don't commit.

He gets an email the following Tuesday cancelling the meeting. No explanation...

Long term wins > Short term gains