Why a Shorter Sales Cycle Isn’t Always a Better Sales Cycle

Would it then be prudent for Sales Management to analyze sales cycles within their organizations and keep trying make them shorter? VP of Solution Management for the SAP Sales OnDemand solution John Garrish doesn’t expect that this is the right goal. In and of itself, a consistently diminishing sales cycle mean is probably not a good thing. Why? Because it is probably accompanied by a diminishing total average deal size within your sales organization. This could mean your sales reps are selling the solution short, going for the quick win. [ Read entire article here…]