Rhymes with Cars

Doyle Slayton has a really good post on his Sales Blog Cast.  I've always felt that sales teams and finance teams should operate on different fiscal calendars. If that doesn't happen, and in most cases it doesn't, there are a lot of other strategies that Doyle recommends:

Most people try to spread their sales out evenly from one month to the next. They are cautious about having too big a performance in a single month and fear they’ll end up empty handed in the months to come. It’s a trap! You need to do the exact opposite. The key strategy is to front load your quarter. Pack every buyer possible into the first month of each quarter. Here are three reasons why…

via Best Strategy for Exceeding Quarterly Goals | SalesBlogcast.