BizSugar.com › Sales › How To Make Sure You Can Afford to Lose (and still make quota)

Salespeople get into trouble when they believe so strongly that they will win a particular deal that they don’t take the requisite steps to prepare for the unimaginable loss. The only way to prevent the loss of a deal from disrupting your sales plan is to plan for the loss of the deal in the first place. You should never count on winning any deal, regardless of what it looks like, regardless of what it feels like, and regardless of what the prospect has said that indicates that you will win.