ButterSales

Sales Ops

AE Best Practices

Booked a same-day demo "call me at 4:30"

AE calls at 4:37, Slacks me "Is this the right number?" (no show)

Same AE has shown up 10 minutes late to other Zoom calls. (No show)

Two times leads left the Zoom lobby bc he didn't let them in in time (soft leads perhaps? but still..)

Feel like these habits (and others) are hurting my meeting-held rate...what's the best way to approach this subject?

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26 comments

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bandabanda

Tycoon

Senior AE Mid Market

Document, document, document everything. Just like you've done here, but specific on what calls/deals he did this on.

Then I'd take it to the manager. I'd approach it like "This isn't easy for me to bring up, as I'm a team player and want to help others succeed. That said, I've questioned bringing this up before but I'm afraid it's becoming a consistent problem and now hurting our deals, and the team's goals.

(situation, evidences, done).

You're not trying to be malicious, you're trying to help the team GET MONEY.

ButterSales

Valued Contributor

Sales Ops

Solid @bandabanda - thank you. This is a logical approach.

braintank

Politicker

Enterprise Account Executive

"Hey, what the fuck??"

CuriousFox

WR Officer

🦊

Yeahhhh....but really. WTF?

ButterSales

Valued Contributor

Sales Ops

It was a solid lead too. I mean do I just ask him why he called at 4:37?? Or what

TheIncarceration

Politicker

SDR Manager

I absolutely would. Better to call him out now than to let him keep screwing you

markedclosedwon

Big Shot

Account Executive

You could try: I don't appreciate it when you show up late to meetings because it affects my meeting-held rate. Is there anything I can do to help you show up on time?

Also maybe you can setup an auto-email/slack 10 min early to remind the AE to show up

ButterSales

Valued Contributor

Sales Ops

Subtle

CuriousFox

WR Officer

🦊

No room for subtleties at this point. 🤷‍♀️

DungeonsNDemos

Big Shot

Rolling 20's all day

Damn. Your AE does not care about making money do they?

braintank

Politicker

Enterprise Account Executive

I had an SE that was consistently 10 minutes late to every call. Not b/c he was double booked or calls ran over, just always late. Drove me fucking CRAZY!

bandabanda

Tycoon

Senior AE Mid Market

10 minutes?! I'm halfway through discovery by that point, sheesh

braintank

Politicker

Enterprise Account Executive

Yeah that's what bugged me the most. They'd miss intros and discovery

markedclosedwon

Big Shot

Account Executive

Sometimes people don't realize how their tardiness affects others. It can be a chronic condition. As with any issue, the first step is highlighting the fact that it's an issue!

E_Money

Big Shot

💰

Definitely escalate, if their actions are affecting your commish it's time to bring out the big guns and tattle to management

markedclosedwon

Big Shot

Account Executive

Bring it up to management, if they don't act -- time to jump ship.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Go through your Manager and document everything. CYA!

ButterSales

Valued Contributor

Sales Ops

I think I might reach out to my manager and just ask for help honestly.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Thats the best thing. You could talk to this habitually tardy AE, but it probably wouldn't do any good as they'd have some lame excuse. 10min late with no email to the client is inexcusable IMO, especially when its habitual. And they'd probably blame you. Best to get in front of it, document everything, and go through your manager.

ButterSales

Valued Contributor

Sales Ops

I kinda feel like a bitch doing that tbh. At the same time, shit like this keeps happening and it's hurting my number so...

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You're not. Its called being professional and calling people out who aren't. If it was a 1-time thing, fine. But if its not, and its affecting you financially, call it out.

GALACTIC

Politicker

Account Executive

Sales is about accountability, don't let someone else's pride bring you down. I'm used to this shit from marketing - not an AE

TennisandSales

Politicker

Head Of Sales

bring it up to the AE.

let them know that this is a trend and it hurting performance.

if it keeps happening, go to YOUR manager and let them know.

markedclosedwon

Big Shot

Account Executive

Bringing it up is healthy...don't want it to simmer and boil.

bendandsnack

Politicker

Account Exec

If someone's that stupid then you need to be black & white.

In my experience as an SDR AEs get embarrassed and shape up when you call them out. Unless they really suck, in which case you having nothing to lose by calling them out anyways

ButterSales

Valued Contributor

Sales Ops

He's been pretty good about feedback for the most part. But I've learned to approach the situation with tact and always tie input to how it can impact/benefit their role as an AE so it is constructive.

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