A sales leader explains why chasing quotas at the expense of client relationships backfires. Aggressive tactics might hit this quarter's numbers, but they tank repeat business and referrals, the real engine of long-term revenue.
I've been there where I've had pressure put on me by management to generate sales for that month or for that quarter and bring sales in at all costs. And the problem is, is that you will hurt next, next quarter's sales because you've bought that, that, that work that money in prematurely. But then also you're hurting the relationship. You're pushing that person. You know, you can pull strings and you can call on relationships when you've built that emotional bank account with them, when you've built up that rapport. But don't damage your relationships for the sake of hitting the target.
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