How the End of the Month is Killing Companies

The high cost of procrastination | taught by Gabe Larsen

Course description

This study reveals that end-of-month selling behaviors common to most business-to-business sales organizations have a negative impact on overall sales win rates and deal sizes. Not only do these last-minute blitzes result in the loss of deals that might have otherwise eventually been won, but the deals that do close do so at lower rates and smaller sizes than those won earlier in the month, resulting in significant losses in revenue.

Complete this game plan to understand:
· What day of the week sees the most successful deal closings. Hint: it’s not the day you think
· Why the spike in deal closings seen on the last day of the month is an illusion
· How much your organization is likely losing by encouraging end-of-month quota pushes

Gabe Larsen
Gabe Larsen
Head of InsideSales Labs