The War Room
Question
Post

Division/Vertical Quota Attainment?

Hey WR! 

First post - so in the event this topic has come up before, take it easy on me ya savages. 
Recently joined a new company and first month in, it's been great! People are cool, product has a good market fit, etc etc. The overall sales org has a solid % of quota attainment which is always good to see. 

For some background, the division that I am in is a new one and was just created recently.  The division itself is doing solid, however every single AE in my specific vertical is pacing far behind their number, and from what I see has been since they started really ramping up the hiring over the past few months. 
The team I am on specifically serves to upgrade web based customers to a more commercial platform - so we're working with an existing customer base for the most part. I add this only to say "just go prospect you idiot" isn't a great strategy and there's some pretty specific ROE as far as who we specifically can sell to. 

Starting to seem like the some on the team may be getting a bit discouraged at the team pacing 30% to its number while we watch other verticals crush. 

Not sure if I have a specific question here exactly... just curious on all of your thoughts or if you have been in a similar spot. 
🏙 Corporate Experiences
✌️ Growing Pains
4
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
New ventures are always sketchy at first, and hard to see the light. However, you gotta keep fighting the fight, and realize if the entire division is underperforming that you can't all suck...something has to change.

Get in the seat and use those fresh eyes to see what folks are doing that you know doesn't seem right. Find a peer that maybe went through the same transition as you and ask them what got them to high attainment. They might have some tricks up their sleeves.

If you get 6 months in and can't get to the promised land then it's time to start delicately inspecting what's wrong with your management team. Why are they maintaining numbers that are unattainable for such a long period of time?
ADudeBeingAGuy
Politicker
+4
Account Executive
Thanks for this - this sounds like solid advice. 
Nothing I have seen from management thus far has given me red flags, so hustle and wait sounds like a good strategy. 
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
Happy to help--keep us updated!
RandyMoss
Politicker
+4
Sales Executive
I work on a newer team at my company as well. You are absolutely right about the growing pains and struggles to hit numbers, but hopefully your leadership understands to expect that with new teams and they don't hold that against you.

I would make sure you are having consistent 1/1 discussions with your manager to talk about any concerns or questions as you move through the year. Don't be afraid to ask for a base raise in exchange for lowering your commission percentages if you start to get concerned about not hitting your OTE. We don't do this for pats on the back and high fives...sales managers and directors understand this.

All in all, it sounds like you are at least working for a solid company with good people, so hopefully they will figure out a way to help you succeed! It's up to you to create that dialogue and rely on your work ethic to bear you out.
LordBusiness
Politicker
+8
Chief Revenue Officer
It’s either a bad vertical fit or poor targeting by leadership. My gut says your leadership over estimated the propensity of your vertical to be up sold. That being said, it’s fricken insane how many companies are just “ok” with 30% of their team hitting their numbers.
15
Mislead about quota attainment
Question
18
5
Quota attainment levels within your org and line size
Discussion
7
What is the rough % of the salespeople in your line size in your org hit quota?
+33
CastleIsland ,   verbalzzzzzz ,   BCD   and 33 people voted
*Voting in this poll no longer yields commission.
15
Do you fudge.... Your quota attainment for new jobs?
Question
34
Do you lie about quota attainment in interviews for new sales positions?
zz
+169
sales_pirate ,   OnIslandTime ,   zzackr   and 169 people voted
*Voting in this poll no longer yields commission.