Today the Sales team begins Q4 and the pressure is high as reps try to make club and hit accelerators while organizations try to hit revenue goals. For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet.
But what about the B2B marketer? When does their quota start?
If the sales team has a cycle time of 90 days from opportunity create date to close, then they'd better be getting leads from marketing TODAY to impact Q1 of 2016.
Do you know how much marketing your team will need in 2016?