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sellingsellssold profile picture

sellingsellssold

SDR

Politicker
Catalyst
Valued Contributor
+6

bad AE help

Hey Guys,

So my AE who I have been working with for a little over a year decided recently to take another job. The new AE who they put on my vertical is really bad, he is super nice and I keep trying to give him more and more chances but he is just falling through with all the deals. He is not great at running intro calls and just doesn't fully understand what he is talking about relating to the product. I am not sure what to do because I have set him up with some great prospects and none of them are going to go anywhere which is super frustrating. I understand he is brand new at his job but it is just not working well. Any advice on what to do here?

Thanks!

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12 comments

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CoorsKing
WR Officer
10
Retired King of the Coors Knights
If it is a lack of product knowledge, that is one thing. Think about how long it took you to get up and running when you started, and pass on some tricks and/or tribal knowledge.

If it is a lack of following up/effort, that is another thing. 

If this is somehow negatively affecting your comp, and it is number 2, I would bring it up to your management. If it is number 1, help the AE ramp faster.  
TennisandSales
Politicker
1
Head Of Sales
I was going to say the same thing. 

you can help them with product knowledge.....you cant help them with basic functions of the job. 

for sure bring it up to your manager (not his) 

I might also casually mention like "he if you need help sending follow ups or something let me know" to see if you can stay more engaged if you think he drops the ball there 
braintank
Politicker
5
Enterprise Account Executive
Do you get paid when you set the meetings? Or, do they need to get a to a certain stage before you get comped? 
E_Money
Big Shot
5
💰
If it is affecting your commission then bring it up to your manager. They can escalate and help either supplement you while the new AE ramps or ensure that the new AE gets the training they need. 
SADNESSLieutenant
Politicker
2
Officer of ♥️
Have 1-1's with him after every meeting you set, explain why they are a good meeting, what about the company you see as why they are a good fit, how you would approach the conversation, and things you think they might need help with. Give him ideas as to what your last AE did that worked really well. say things like 'we are a team here' 'I want to see you do great here' 'the last AE i worked with was a savage, he did xyz, what do you think about doing those things?' 'have you read 'x' page on our 'y' it really goes into detail about how this prospect may need us'

Shit like that IDK
Justatitle
Big Shot
1
Account Executive
All you can really do is tell your boss. Usually if an AE is really bad they get turned over rather quickly...
SaaSam
Politicker
1
Account Executive
I'm going to play devil's advocate here and point out that damn near every SDR thinks that anytime someone agrees to a meeting it's a great op with a qualified prospect.

Have you considered that maybe the ops aren't as solid as you think they are?

Not being a dick, we've all been there.
Blackwargreymon
Politicker
1
MDR
If it is a lack of product knowledge, that is one thing. Think about how long it took you to get up and running when you started, and pass on some tricks and/or tribal knowledge.
ZEnabler
Good Citizen
0
CEO of Sales
Hey @sellingsellssold - this is obviously a tough place to be in. 

Obviously, if things get out of hand (he doesn't make effort, low quality work, etc.), you should bring it up to your manager. 

HOWEVER, I'd also encourage you to support him directly as much as possible. Join him on sales calls and help him out, connect him with folks in product to help him better grasp the tool. Give him thoughtful feedback. Both of you will learn how to better work together and you will benefit from it down the line.

Everyone sucks a little bit when they start!
DungeonsNDemos
Big Shot
0
Rolling 20's all day
This is tough because if you try to help he might feel like you're just attacking his sales skills. Try to approach it as "hey I noticed this has been a tough component on the last few deals _______, since we are a team can I help you anticipate this better/create a better answer/make a new plan". etc.

All you can truly do on your end is perform your best and be supportive.
MR.StretchISR
Politicker
0
ISR
i just can't do it this year. I just don't want to invest in it for some reason. is that
Error32
Politicker
0
ISR
The losing QB will be subjected to watching me take a long, hot, luxurious shower while he sits there parched (no drink allowed,) and thinks about how he is a fucking loser.
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