So I started at a new company a little over a month ago and while I like the software I’m selling and the market I’m serving, the sales process my company has built is horrible. Our mid-market team is 54% to quota on the year and by my first day I knew the issue from just shadowing calls and watching recordings.
The other reps have been trained to be passive sellers where they give up too much control in the process (ex1: during presentation they ask what the prospect wants to learn about after doing 15-20 mins. of discovery) (ex2: asking the prospect what they think would be the best next step).
My issue is that I’m a more aggressive, assumptive and direct seller and they’re trying to force me to do a process that isn’t working and is stalling deals that should close in 2-3 months for an additional 6 months due to their own fears of rejection and upsetting prospects. My conversion rates from 1st calls to demos/analysis meetings is the highest on the team but I’m still catching slack for not doing it their way. Could I get some advise here?