The two faces of professional services: Sales reps all over the world are signing from relief as they wrapped up the quarter, and potentially the year. Reps know if they made their number or didn't. They know what deals are left to come in that will - hopefully - give them a good start to the new quarter. Maybe they are sleeping a little late today before they get up and do it all over again.
Professional Services Managers are also going through a similar process. However, PS managers can't simply sleep late and start the selling all over again. Yes, that is part of what we need to do - start selling again, but now we need to start delivering on our promises - our contracts - and get the work done. We need to look at the backlog, schedule resources, prepare our teams, and schedule the work with the clients.
Hopefully, we all had a record quarter, and we can celebrate our recent successes. The celebration will be short lived, though. It's time to "get 'er done!!"
Good luck!
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