When Sales Misses Their Number

It's that time of year for most companies - quarter- and year-end.  I call it the 'twitchen time'.  The time when sales becomes hyper focused on closing deals, bringing stragglers into this quarter, keeping score of Club eligibility, worrying about making 'the number', and if they are on the wrong side of the quota-attainment scale, coming up with a credible CYA story.