In my previous Blog I asked the question is possible to manage a deal quality proactively?  And as a result, to consistently close “higher value” deals that advance the business strategy and achieve superior business results. This blog will come at the same topic from the other direction.

Is deal quality an issue that is top of mind for B2B organizations? And if it is an issue, who is most concerned and what are the impacts to the business? I ask these questions, because other than the occasional push to lower discounts (certainly one obvious contributor to deal value and quality), it appears to me that the overwhelming emphasis is still on the quantity and “top line” dollar value of deals booked in a given period. Which makes sense as that is predominantly how most of us in sales are compensated.