Episode 16: End of Quarter Rush
Decoding Sales
Peter & Alex
5 • 20 Ratings
🗓️ 1 July 2021
⏱️ 36 minutes
🧾️ Download transcript
Summary
Peter relives some end of quarter moments and discuss what it's like to experience that final inning rush.
- What does it feel like to manage the end of quarter close?
- How to prepare for the end of the quarter ... at the start of the quarter
- How Peter manages the stress of both the buyer and his sales team at quarter end
- What are the typical last-minute holdups on deals...and how to unstick them
- Are quarters the right model for tracking sales?
Transcript
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| 0:00.0 | Welcome to Decoding Sales, a podcast. We're a sales person. That's me Peter. And an engineer, that's me Alex, talk about the |
| 0:14.8 | art science of sales that applies to life and business. In this podcast |
| 0:19.1 | episode we're going to talk about the end of quarter rush. What's it like? This is not an experience that I as an |
| 0:26.4 | engineer I'm used to. Peter, tell us a little bit, what's it like being at the end of |
| 0:32.0 | quarter when you're in sales? |
| 0:33.4 | Yeah, I mean, it's definitely first and foremost, very stressful because there's a specific |
| 0:39.1 | date and time where the books close, as in there's an hour where the last deal the last dollar can be counted and it feels like all eyes the investors the company all eyes are on those final deals to get the company over to a specific revenue mark. |
| 0:55.6 | So it's stressful, but at the same time it's also exhilarating and exciting because you could take a breath. |
| 1:00.7 | Sales never really stops because the day after the end of quarter you start from zero. |
| 1:06.7 | But it's so exciting to be able to look back even for a day or several hours to say, okay, these are the |
| 1:12.4 | accomplishments that we got to over, you know, |
| 1:15.3 | a 90 day or three month period. |
| 1:17.4 | Bring me into that stress. |
| 1:19.3 | What are you feeling and hearing from other people it makes it different. |
| 1:24.0 | You get it from all corners. |
| 1:26.0 | You get it from your boss, oftentimes it's the CEO or you know if you have a sales leader or |
| 1:32.0 | revenue leader, you're beholden to that person and you committed to a specific number. |
| 1:37.0 | So you're being asked for the final days, hey, are these deals on track? |
| 1:41.0 | I don't see a contract yet. I don't see a contract yet. |
| 1:43.2 | I don't see a signature yet. |
| 1:44.9 | You haven't heard from the person in more than two days. |
| 1:47.3 | Are they actually serious about signing by end of the quarter? |
... |
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