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You are a new salesperson at a large software manufacturing firm. It is three weeks from the end of the sales quarter and you and your sales manager are sitting pretty—you have both already met your s
You are a new salesperson at a large software manufacturing firm. It is three weeks from
the end of the sales quarter and you and your sales manager are sitting pretty—you have
both already met your sales quota for the quarter. In addition, you just closed another deal
with a new customer for $100,000 of software and customer service. This order would put
you way over your sales quota for the current quarter. Your manager suggests that you
hold this new order so it gets recorded against next quarter. She explains that because
sales during the next three months tend to slow down, salespeople frequently miss their
quotas and associated sales bonuses for that quarter. Holding this large order to next
quarter would help you get an excellent start and almost guarantee that you meet your
quota. What would you do?
