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Does revenue hide all sins?

I'm a sales managers worst nightmare when it comes to adding new opportunities, pitches etc. Why? Well I hate prospecting and HATE wasting my time running a full sales cycle with a bullshit prospect I know won't buy/doesn't have budget just to play the numbers game. I've always leaned pretty heavy on quality vs.quantity and thankfully I've always exceeded quota.


That said, half the sales roles I've had turned a blind eye to my shitty metrics because I pulled results, and the other half didn't give a damn about the results and constantly tried to performance manage me over metrics.


So, what's your opinion?

Should revenue hide all sins?
Attached poll
*Voting in this poll no longer yields commission.
👑 Sales Strategy
📊 Metrics
📬 WR Feedback
13
SalesVEEP
Opinionated
+3
VP of Sales
As much as businesses like to pretend that they're here for us or we're family (insert other corporate BS) - we're brought in to make money. As long as we're doing that we can do whatever.
RahRahBooty
Opinionated
+4
Business Development
That’s how it should be
SalesVEEP
Opinionated
+3
VP of Sales
Agreed!
Stratifyz
Opinionated
+9
Business Development Rep
How dare you ask for big boy rules!
Grimhelm
Politicker
+5
BDR
Money Talks and Dogs Barks - A$AP Rocky

But for real, making money and hitting quota is the job. If that's happening, the process shouldn't questioned. Should be questioned when the numbers aren't being hit.
RahRahBooty
Opinionated
+4
Business Development
Agreed! 
WCK
Politicker
+8
Padre de Tequila
I found out revenue hides all sins early in my career, and it holds true to this day. Hard to complain when you're constantly hitting target etc
RahRahBooty
Opinionated
+4
Business Development
100%! 
funcoupons
WR Officer
+11
Kahluapons
If you're exceeding quota and your manager is still bitching about you not making enough cold calls or whatever, time to find a new company to work for. 
RahRahBooty
Opinionated
+4
Business Development
Yeah I was curious how others feel about this because I’m currently in a role that wants to play let’s threaten a PIP every 3 months over opportunity adds… yet I’m leading the entire sales team in revenue and there’s people still sitting at 0 mid year…. Again, quality over quantity. 

Sooooo I’ve been on the fence about finding a new job or not. 
funcoupons
WR Officer
+11
Kahluapons
Sounds annoying as fuck. I would definitely be looking at new opportunities. 
Show 1 more replies
Gottapumpthosenumbers
Opinionated
+2
Market General Sales Manager
KPI's are meant to be just that - INDICATORS (of success). That said, if you're consistently hitting and exceeding quota, you should be given a pass by a great leader. Should they encourage you to play the game? Of course, that's their job. But at the end of the day, you as an individual contributor should not have to worry about a PIP if you're hitting revenue regularly.

KPI's should be used to develop and coach AE's/SDR's that are underperforming, not hider top performers.
Riss
Opinionated
+4
I don’t even know anymore 🤪
Yes IFFFF you are above quota. As a mgr. I can't tell you the number of times I had new reps try to convince me their "quality over quantity" metric worked better than my KPI's. I'm a very science driven sales person. I can tell you to the exact # of linked-in connections I need to make to get a phone call....those conversations would really grind my gears. If you are even AT or hopefully above quota--Do you. 
RahRahBooty
Opinionated
+4
Business Development
Ahh I wish I had KPI’s thay specific. Totallt geg where you’re coming from though. If I wasn’t producing then I’d be busting ass to make sure my metrics were there.
Riss
Opinionated
+4
I don’t even know anymore 🤪
Our KPI's or the ones I assigned were never that specific, but I tracked everything on mine after I had read "the difference between amateur and professional sales is how predictable your revenue is"...the thing with that, as soon as I started tracking everything and doubling my output, I learned 3x as fast and my conversions became double everyone else's. That's also part of why, if you are a performer, I trust your own KPI's and that you've probably found the efficiency & quality levers. Before that...it's volume and meeting KPI's. 

goose
Politicker
+10
Sales Executive
Nah.  This is BS.  This is the exact stuff addressed in the post.  You know your numbers.  They don’t apply to anyone else.  Even if they were sort of the same you’d have to control for a shit ton of variables like your network, your picture, your education, your hobbies, your city, your name, your favorite color and a lot more.  Your numbers are yours.  No one else’s.  And to try to compare them is fruitless.  
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
Sales performance is a seesaw that is either balanced by activity generation or revenue generation. When revenue is up you are spending time running ROI-positive cycles, but spending less time generating new pipeline. When those cycles either get won or lost, you have very little pipeline to fall back on, and the seesaw then tips to the other side and you have to blast the activity up in order to get back to running ROI-positive cycles. 

If you spend too much time on either side you're going to end up with a deficiency that is hard to overcome without neglecting the other...and that's why the metrics are in place so that you don't end up killing your pipe or burning out on pipeline generation activities.

If you continue to hit the daily, weekly, and month metrics then you are more likely to have a nice, even pipeline that you can rely on month over month.
RahRahBooty
Opinionated
+4
Business Development
Yeah yeah yeah I get all of that. 
GDO
Politicker
+6
BDM
I think in your case it s time management. Nobody should waste their time on prospects that will not buy. Certainly not for the numbers. But the time won should be used productively as well. 
RahRahBooty
Opinionated
+4
Business Development
I don’t waste my time. 
Justatitle
Politicker
+7
Senior AE
It’s really nice to be protected by the revenue you bring in but if that is your shield then you are also running a risky operation when you don’t have the revenue to protect you. I prefer being someone that sticks to a process and has the positive optics and is well liked by other departments for things aside from my number. I also get that it’s sales and the number is what you get most heavily judged on 
goose
Politicker
+10
Sales Executive
Tough to vote on this.  Goodhart’s Law says something like “Any observed statistical regularity will tend to collapse once pressure is placed upon it for control purposes.”  To me this applies to sales metrics.  Measure appointments, get appointments.  Measure revenue, get revenue.  

Perhaps we need to study behaviors and identify what guys like you are doing to drive revenue and just keep doing what works.  
AdLunam
Opinionated
+3
Enterprise AE
Yes, absolutely. That said, if I'm not hitting consistently* then I expect my manager to look at my metrics.


*Consistently is very important, if you crush it all the time then you're below one quarter, its unreasonable for a manager to come down on you as hard as they might on someone who consistently under performs.
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*Voting in this poll no longer yields commission.