Long Sales Cycles, Large Transactions: Activity Plans Still Important

Long Sales Cycles, Large Transactions: Activity Plans Still Important

Of the dozens of sales teams I work with each year, there are always a few that sell large scale services or products with longer sales cycles; typically at least 6 months and as long as 18 months or more. Generally, the salespeople in these cases are paid larger base salaries because it is so long between sales and the upside variable compensation is less than it would be more transactional types of sales. In some instances, all the salesperson needs to do is close one or two deals a year and everyone is happy.

It seems that in these situations, […]