The hockey stick graph explained.
One way to perhaps ‘break the hockey stick’, is to put a kink in it. By this I mean to shift the start point of the curve – to make it happen earlier in the quarter. By incentivising the sales team to get results earlier – and tapering those incentives as the true end-of-quarter approaches, […]
Start by bending it Read More »
Have you trained your customers in “the hockey stick”? Probably. Do they beat you with it each and every quarter? Almost certainly. In our quarter-driven world, with its emphasis on quarterly sales targets and reporting – designed primarily to feed stock analysts, we have created a monster. The desperate measures that many companies undertake in
Breaking the hockey stick Read More »