Coleen Francis says, “Remember “cramming” in school? You tried to compress three months of preparatory work into 24 hours of nightmarish tension, and you were lucky to scrape by with a barely passing grade. Why would you subject yourself to that repeatedly as part of your career — constant stress to be mediocre at best?

Sales cramming is caused by a sales team habitually closing little to no revenue in the early stages of a reporting period, and slowly starting to bring in more until a steep revenue jump occurs toward the end of the period.

What causes this early-stage slump? I see six explanations. This flat period is caused by sales teams that are:

1) Resting from the busy end of their previous sales period.

When members of a team cram in March to make their numbers by overworking, they are exhausted and coast for the first few weeks of April”.

6 Causes of Disastrous Sales Busts

HubSpot

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