“What I am offering you,” said Brian the new marketing manager to Sam the VP of Sales, “is to give you a golden chance to make your quotas for all of next year.” And he went silent, staring at the sales manager.
“Ok, I’ll bite,” said the sales manager, “Whatever you suggest can’t be any worse than what I experienced last year. We chased our tails all year long and barely made quota in eight out of twelve months. It was painful.”
With a smile and a conspiratorial voice, the marketing manager learned forward and said: “If you
want to make your numbers next year, we have to work together now to change the attitude in Sales, Marketing and Management. We have to generate extraordinary leads in Q4, and work the first quarter like the hounds of hell are after us.”
“I am going to give you the Golden Rule for making quota, and if we pull it off in Q1, life will be better in the succeeding quarters. The rule is: Make quota in Q1 and your chances of making quota in Q2 jump dramatically. Make the half and watch Q3 leap exponentially. Make Q3 and you can almost sleep through Q4 as you bring it home at the end of the year. But it all starts with the first month of the first quarter in the year.”