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Stop Worshipping Big Deals
They’re killing your quarter
Every team loves the “big whale.” The deal that could blow out quota in one shot. But here’s the problem: big deals are seductive and deadly. They make reps overcommit, under-qualify, and tie up their pipeline in months of “maybe.” While they chase the shiny prize, smaller, winnable deals slip away, and suddenly the quarter collapses.
Top reps don’t worship big deals. They respect them, but they don’t bet the quarter on them. Instead, they build a base of consistent wins and treat the big fish as icing not the cake. That’s why they hit quota predictably, while everyone else is gambling on one deal to save the month.
Here’s the truth: big deals rarely close on your timeline. And when your forecast hinges on them, you’ve already lost control of the game.
Action Steps: Break the Big-Deal Addiction
Diversify the Pipeline – No single deal should represent more than 20% of your quarter. If it does, you’re gambling.
Double-Qualify Whales – Big logos demand ruthless qualification. No shortcuts. If it’s not real, cut it.
Prioritize Base Hits – Stack smaller, winnable deals. Predictability is power.
Forecast Reality, Not Fantasy – Strip whales out of the forecast until contracts are signed. Don’t let hope pollute the numbers.
Train Rep Discipline – Teach your team to chase momentum, not myths. A consistent pipeline beats a Hail Mary every time.
Big deals look sexy in the CRM, but they kill quarters when they’re treated like saviors. Build a pipeline that doesn’t need saving and suddenly, those whales stop being lifeboats and start being bonuses.
