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The Sales Hockey Stick: Why Sales Performance Spikes at the End of a Period

In sales, predictability is crucial for accurate forecasts and hitting corporate goals. But often, performance tends to spike at the end of the period, creating uncertainty. Discover how you can reduce the impact of the Sales Hockey Stick in your organization.

The home stretch of any sales period is an exercise of persistence, excitement, and sometimes just sheer luck. However, it highlights an interesting trend. In many companies, sales performance tends to peak primarily at this time, and a majority of the revenue comes in during the last week, day, or even hours of the period. 

  • Sales Performance Management