+4Linearity… or pacing 🏃🏾🏃🏼♀️: words that can stir up anxious emotions for Reps who have been hounded about them for weeks on end. 🤦🏻♀️ But, why does linearity really matter?
Ultimately, a lack of linearity🏒 = risk in the business. Every day a deal is out there, more risk is introduced.
How often do your teams talk about linearity/pacing (weekly, monthly)? What do you action if it’s looking “off”?
+13Excellent video! The pacing line represents a goal of closing 20% of your quota by the end of week 4 of the quarter, and 50% of your quota by the end of week 8. However, if you would like to adjust the percentages, talk to your CSM as these can be configured.
+2Time to close is everything, and tracking linearity ensures a higher likelihood to hitting your number! Add this review into your 13 week cadence to help answer the question “will we meet, beat or miss our target?”
+8Excellent post!
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