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This is what confuses me about tech sales too. Why do I always get a discount for buying right at the end of the quarter? Seems like you could just get ahead on the next one.

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Because of how performance targets are defined. If sales figures “fell” or didn’t grow at the expected rate it can be worse than having a few more points over next quarter.

Why do they define performance targets that way then? Are they making it hard on purpose for some reason?

You have to set a deadline at some point. Now, I think any rational manager would agree if the sale shows up on April 1 instead of March 31st, that's totally fine. But HR/Finance systems aren't always rational.

Sure but in most instances the system won’t change. Someone will usually define some reporting time period and some metrics to look at and agree when a lower threshold is reached that things start to look bad or alternatively, really good and they get an extra bonus or something.

What would you suggest? It sounds like you have a better system in mind already?

Because many people are lazy and need deadlines or else they won't work.

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