salespal

Account Executive

Any advice for this prompt?

This is a hypothetical situation which will help us understand how you think, actions you take and processes you execute to be successful in your role.

Please walk us through how you would set up your

business and work day to day. What is important to you? What inputs, metrics, minimums would you

focus on?

You have a $7,000 MRR quota next month and need to set up your pipeline for success.

You currently have $0 in the pipeline.

Average deal size is $100 MRR

Win Rate is 40% from quote to close.

Adding this piece - "Craft a 5-10 minute presentation of the solution as if you are an AE trying to close a new client

🔎 Prospecting

🤝 Interviewing/Offer

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

So you have to close 70 deals per month to hit quota? Sheesh.

This is simple math - To close $7000 MRR you need to make 175 quotes/month (70 sales at $100/sale*40% close rate).

To make 175 quotes/month (or ~9day), you need to be making X # of calls/month.... divide that number by 20 (avg # of business day/month) to get your calls/day.

This is where it gets fuzzy. If you can make 9 calls/day and quote each one - great! But you probably need to make 5-10x calls to get to 1 quote. So you're making 45-90 calls/day to make your quota.

Sales is a numbers game as you can see here.

salespal

Good Citizen

Account Executive

This is where my head was at. These targets seems a bit extreme for a hypothetical

HVACexpert

Politicker

sales engineer

Also they close rate seems high? These tend to very and depending on where you’re at in your business or sales cycle it could be much lower, which pushes your calls and quotes up.

poweredbycaffeine

WR Lieutenant

☕️

Let's start here: do you know how to run a reverse funnel?

Filth

Politicker

Live Filthy or Die Clean

@PachacutiLays it all out above for all to see. So to answer @poweredbycaffeineif pal didn't know before, pal knows now.

salespal

Good Citizen

Account Executive

This is what I think of it.

poweredbycaffeine

WR Lieutenant

☕️

Good, you found clipart that shows you how to do it.

CuriousFox

WR Officer

🦊

CRAG112

Valued Contributor

Account Executive

Is this an interview question? It's important to not fall in to the trap of answering, but instead send a request for information instead.

salespal

Good Citizen

Account Executive

this is a interview prompt - prospecting piece and then pitch (30 minute interview) Do you think I should email and request more info?

HVACexpert

Politicker

sales engineer

Yes

CRAG112

Valued Contributor

Account Executive

Yes.

Write up your own RFI and send it back to the hiring team.

You don't want to just answer questions and hope for the best. You want to create a scenario in which you understand everyone's needs and objectives, and then align those with your solution.

Without good discovery, how can you do this?

What they are basically doing right now is having someone from procurement reach out and ask you for your best price. At it's worst, they are asking for free consultations.

salespal

Good Citizen

Account Executive

i was going to build out a Action Plan Deck

Kosta_Konfucius

Politicker

Sales Rep

So you would need roughly 175 opportunities/month with those numbers provided. And you would need to close over 3 deals a day. Not sure if anyone could do that in a M-F 40 hour a week schedule.

Unless inbound is crazy and all deals are one call close, I dont know how anyone could cold source that amount, prep, win 40%, and onboard

Maximas

Tycoon

Senior Sales Executive

Exactly!

AnchorPoint

Politicker

Business Coach

1. Work the metrics backwards for your KPIs. 2. NEVER present before you do a complete discovery.

salespal

Good Citizen

Account Executive

Craft a 5-10 minute presentation of the solution as if you are an AE trying to close a new client -- These parts in interviews always confuse me. What exactly are they looking for?

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salespal

Any advice for this prompt?

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