April 25, 2011 09:25 AM
It’s amazing how fast the year slips by. For many sales executives it may seem like we just got revenue objectives for 2011, and now one-third of the year is already in the history books. If you are ahead of plan and have a solid pipeline, congratulations. But what if you aren’t?
Back when I was running sales for the technology firms I worked with, May 1st was always a gut-check moment for me. I knew the Board would be taking a hard look at our performance at the end of Q2, so...