Sales Modeling

Sandbagging, often used as a term to describe someone who under-performs, is synonymous with sales behavior.  Whereas the practice is frowned upon, it beats the alternative of over-promising and under-delivering.  At no time during the fiscal year is there more pressure upon sales quota attainment and forecasting accuracy than Q4.  Tension during Q4 reaches its apex which trickles from the top down across the enterprise.

Since a majority of companies adhere to a January-December fiscal calendar, yesterday probably marks the final day of Q4.  I presume congratulations are in order.  Hopefully, you avoided sandbagging as well as the potentially disastrous combination of over-promising and under-delivering.

Have a great new year!