Twas the night before forecasts, when all thro’ the halls,
Not a seller was stirring, no one was making those calls;
Prospect lists were hung by the computer with care,
In hopes that some orders would soon be there;
Anxious Managers were nestled all snug in their rooms,
Where visions of better predictions, and hitting quota still looms,
And the global VP prances, in his best closing suit,
Having just settled the board, barely avoiding the chute,
When out of my inbox there arose such a clatter,
I ran toward my desk, to tend to the matter,
And across the keyboard, I flew like a flash,
Tore open my email, and made my mouse dash,
The picture on my screen was of new fallen snow,
Giving the luster of triumph to my desktop below,
When, what to my wondering eyes should appear,
But a TOP Line Account™ order, enough revenue for the year,
With hardware and software and professional services too,
I knew in that moment, it all had to be true,
My months of hard work had all finally worked out,
There was no holding back; it was now time to shout,
Now! revenue, Now! installs, Now! profit, Now! share,
On! Quota, On! Bonus, On! Forecast I swear,
To the top of the stack! Let my competitors fall!
Now dash away! Dash away! Dash away all!
Then I heard them exclaim, as they stood there aghast,
Happy holidays to all, with a near-perfect forecast.
*With apologies to Clement Clarke Moore.
Post Note: Resolve in 2019 that your really big accounts will come in early. Pull the account team together. Do the strategy work. March with your prospect through the complexities of the sales process. Then celebrate!
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