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BST

Account Executive

Contributor
Fire Starter
Good Citizen
+1

Do you fudge.... Your quota attainment for new jobs?

Curious: You are interviewing for new AE positions, your quota attainment hasn't been so hot, do you tell the truth? Or do you fib?


Am I an idiot for telling my real number? Or is it bad to start a professional relationship on such terms?

Do you lie about quota attainment in interviews for new sales positions?

Attached poll
*Voting in this poll no longer yields commission.
👥 Hiring
🧢 Sales Management
🤝 Interviewing/Offer
16

35 comments

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CoorsKing
WR Officer
3
Retired King of the Coors Knights
Nah, always say the right numbers. Sure you can use math in your favor (say my average attainment was X if you had a shit year for example) but always use the real numbers.
TheSolicitorGeneral
Politicker
2
Small Market AE
Nah, I wouldn’t lie. Primarily because if I lie about numbers on an internal promotion they’d pull reports to verify and torpedo my ass lol
BST
Contributor
1
Account Executive
100% - they'd hit you with both barrels in that scenario. But if you're interviewing with other companies - is it the perfect crime?
TheSolicitorGeneral
Politicker
1
Small Market AE
I think you’d be good rounding up in your favor. In my state (OH) at least, If someone were to call my manager for a reference he can only verify that I worked there and a yes or no as to whether he’d recommend me. That’s all he could go into. 
ExtremeVibeChecker44
Arsonist
1
Inside Sales
This is true in most states and for most companies. Legally, all they can really say is "John Smith worked here from December to June as an Account Executive." Apparently it's a legal can of worms if they say anything more.
CCP
Opinionated
1
VP, Business Development
I don't disagree but people do unofficial references check all the time. I had one done for my current role but luckily my numbers checked out haha
CuriousFox
WR Officer
2
🦊
Be truthful. Lies are too hard to keep up with and will come back to bite ya. 
fuzzy
Notable Contributor
2
CMO (Chief Meme Officer)
If I interview someone who says they’ve never had a bad quarter, I ask them to prove it.
Justatitle
Big Shot
1
Account Executive
If you lie and the company asks to speak with your former manager to verify your number then you are screwed so it’s not worth it IMO
Broncosfan
Politicker
3
Account Manager
If they ask to speak to my current manager, 9/10 they're getting a former coworker. This is why references are silly.
Justatitle
Big Shot
1
Account Executive
Agreed on references being dumb but it could backfire and new company could use LinkedIn to see who was your manager and verify and all that. Just not worth the risk and anxiety for me
BST
Contributor
1
Account Executive
But what if you're currently employed? Interviewing on the low down.

Would your prospective new employer blow you up like that?
Justatitle
Big Shot
1
Account Executive
Verifying after the offer is made and they do reference calls when you sign the offer letter… yes
BST
Contributor
0
Account Executive
Yeah that would not be good - thanks!
Justatitle
Big Shot
1
Account Executive
Looking out for you my man, think about the scenario. Company says hey we need to do a reference call with your manager to verify numbers they do and your manager says no these were my reps numbers new company pulls your offer and old company knows your looking elsewhere and let’s you go… not good for anybody
CCP
Opinionated
1
VP, Business Development
I'd never consent to that. Nor would I ever ask anyone I was hiring to give a reference for a current employer. Huge red flag of lack of trust, in my opinion. 
Justatitle
Big Shot
1
Account Executive
Yes @CCP cause you’re normal lol. A company could ask to verify the results you claim and personally I’d like to make sure I don’t get the anxiety from it.
DrunkenArt
Politicker
1
Sales Representative
Never lie about your numbers. You have to be smart to lie and the last thing you want is to get caught up in it. 
BST
Contributor
0
Account Executive
“Being smart to lie” is very very very true.
DrunkenArt
Politicker
0
Sales Representative
I received that advice earlier on in my sales career and it's one of the many lessons that have really resonated with me. 
slaydie
Big Shot
1
Account Executive
Own your numbers. We've all had shit quarters, we are human. So don't hide it, highlight it and show how you are learning and progressing
BST
Contributor
0
Account Executive
I want to! I feel like every time I tell a recruiter what my real numbers are, no matter how I position it, they immediately make the decision to not pursue me as a candidate. 
slaydie
Big Shot
1
Account Executive
Well that's really sad to hear, I'm surprised recruiters don't have more compassion considering it was COVID last year and so many businesses were affected. Maybe clarify the numbers a bit more 'look, I know these numbers don't look great but for further context I was the number 3 sales person in the entire org last year and sold the most volume of deals or had the highest ACV' or something like that. Show how you stack up against your peers or how that was actually a good number considering the circumstances.

Unfortunately there are just bad recruiters out there thought that simply looking to dot i's and cross t's so they are not thinking outside of the box and looking at potential.
ExtremeVibeChecker44
Arsonist
1
Inside Sales
Honestly, in this scenario, I would lie like a rug. Honesty is good in the sales cycle, but you got rent to pay.
Matt
Politicker
1
Sales Executive
I’ve found it’s best to be honest about your numbers. I’ve interviewed salespeople in the past who have lied about their attainment, and as soon as I ask them to walk me through their current metrics/close rates it unravels pretty quickly. Not everyone will always be over plan, but if you can speak to why you were underperforming and why you’ll be more successful in a new role, current performance doesn’t always matter.
BST
Contributor
1
Account Executive
The context is a great point. Do you think this explanation could ever come off as trying to make excuses? Radical self reliance being so big in sales an all. 
Matt
Politicker
1
Sales Executive
It could if you just focus on the first part (why you’re underperforming) and not talking about why you’ll be more successful at their company. I think any candidate should approach poor sales numbers as an objection you have to overcome. Address their concerns and pivot back to closing them on why you should be their top choice.
BST
Contributor
1
Account Executive
What a great way to frame this Matt!! Thank you! 
CCP
Opinionated
1
VP, Business Development
Better not to lie. Unofficial reference checks, though illegal in most jurisdictions, are definitely real. Especially if you're staying in the same city and/or industry. 

You can spin the positives and omit the negatives. i.e. x% growth year over year as opposed to 90% quota attainment as an example. 
CraigArator
Good Citizen
1
Enteprise Account Executive
Situational- Generally I wouldn't lie about numbers, I am on my 4th SAAS job, 1 Job I was PIP'd, Second on I was the number 1 rep out of 60 global reps, No. 3 was Average, on number 4 again back the top... Be Honest- Truth has a funny way of paying off in the long run. 
GDO
Politicker
1
BDM
I don´t fudge because up until now It´s not needed.
BST
Contributor
0
Account Executive
I salute you! 
CTXC
Opinionated
1
Strategic Account Executive
Nobody believes you when you say you've never missed quota. Why lie? If you're coming from a company where only the top 1% of reps hit quota, then hitting 90% of your number is a real accomplishment. It's all relative. 
BST
Contributor
0
Account Executive
This is a killer point! 
tweener
Executive
0
Sr. Account Executive
why isnt there an answer for - no i tell the truth.

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