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Bad sales process

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?

👑 Sales Strategy
☁️ Software Tech
🧢 Sales Management
3
Slobonmyknob
Catalyst
+3
Sales
Beta testing is a huge part of sales and a huge way to determine the best way to do things. However, to leadership set in their ways this can be scary. I would present your way vs the traditional way of selling for this company as a "beta test" to your boss and see what happens. If they aren't willing to budge at all, maybe it's time to find a company that will allow you to reach your full potential. 
Ryguy
Contributor
+1
Mid-Market Account Executive
You’re right, it is quite concerning and I hope they’re in this mindset only because numbers are shit right now instead of it being the primary mindset. 

I like that “beta test” idea a lot. Thank you for the advice! 
Slobonmyknob
Catalyst
+3
Sales
No problem! I hope it works out! 
CuriousFox
WR Officer
+11
Needer of Life Alert
When you meet with your boss to express your concerns, also provide a possible solution. If they still don't listen to you, do what you need to do until you land somewhere better.
Ryguy
Contributor
+1
Mid-Market Account Executive
Thank you for the advice. That is very helpful. 
CuriousFox
WR Officer
+11
Needer of Life Alert
Anytime! This is why we are here. Gotta help and lift each other up 🔥
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Who specifically is giving you the crap? Leadership?
Ryguy
Contributor
+1
Mid-Market Account Executive
My boss (who is also a passive seller by nature) and sales Ops who watch the recordings of our calls on Chorus.ai 
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Sales Ops doesn't matter. Fuck 'em.

On the other hand, your boss is a problem. You probably need to start planning an exit in case it's needed but it's worth having a convo with him of "hey, can I try it my way to see if we can shake up the numbers?"
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