Does your manager recycle reps?

I believe that my manager uses reps as scapegoats, he allows them to build up some accounts, and if he does not favor you then he will not give you accounts leads nor accounts through attrition. That way it is only a matter of time before others, through attrition, consistently fill up more funnel and have more opportunities to hit their quotas and show growth. Even if you are a solid rep. He can then take the accounts that you've grown and hand them to a new rep that he hires, along with some leads and attrition, making his new hiree look good.


I started out at my company with all of the accounts that everyone else already filtered and plucked through / have been rinsed and repeated with new reps and turnover multiple times. Still being able to open business and show high growth. However, my manager has it out for me. We are playing a game of chess, and I see how shady he plays the game. This is intel that he uses this tactic to make himself look good as he helps out the reps he hired, or trained, and while he preys on his next scapegoat.

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11
Gasty
Notable Contributor
9
War Room Community Manager
@ThatNewAE/ I remember a similar thing happened to you?

ps: @Hifiwifi/ Welcome to the war room
Hifiwifi
Executive
2
Account Executive
Thanks @Gasty
oldcloser
Arsonist
7
💀
Seen this before: new manager syndrome. Even if he isn’t new. Dude has no idea how to lead. So he’s giving gifts to create loyalty amongst a staff he’s building in his own image. And if you’re not in you’re out.

Document this immediately, all of it. Don’t leave a relevant detail out. When you’ve got enough you can take it directly to HR. If you think that’s too drastic, it isn’t. It’s your counter-claim and proactive defense when/if they try PiP you.

Sucks. Welcome to the WR.
Hifiwifi
Executive
2
Account Executive
Needed to hear this, thanks @oldcloser
Hifiwifi
Executive
1
Account Executive
btw @oldcloseryou are spot on. My manager is not new with the comp, but is new with managing the outbound team.
oldcloser
Arsonist
1
💀
I hate to be right when its this kind of shit.
Pachacuti
Politicker
5
They call me Daddy, Sales Daddy
So what are you going to do about it? That’s the real question. You see how the game is being played - now what?

The moment he thinks you’re on to him, you’re out. He doesn’t need a reason.

Make friends with HR and your boss’s boss. Document everything. Probably won’t save your job at the end of the day, but it could cost him his.

Hifiwifi
Executive
2
Account Executive
@PachacutiI'm going to document everything just as @oldcloserrecommended I do. I've also got some first and second round interviews lined up
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Good on you for keeping your options open and screw that guy!
goose
Politicker
3
Sales Executive
Consider their motivation and label it. “Seems like having new reps gain traction is very important to you.” Get to “that’s right” and find a way forward. “Is it a crazy idea to find a way for me to assist in helping them succeed?” Become part of the solution or live with the problem.
CuriousFox
WR Officer
1
🦊
Hi stranger danger 🦊❤🦆
Hifiwifi
Executive
1
Account Executive
that's a great angle Goose
pirate
Big Shot
2
🦜☠️ Account Executive
No recyclin' in our crew. That sounds tough.
Start lookin' fer new positions perhaps?
Maximas
Tycoon
1
Senior Sales Executive
Your game needs to be too!
Speak up with a higher level or even HR, if it didn't change then it's time to just jump ship,for that poor management style!
Diablo
Politicker
1
Sr. AE
This is brutal and he’s really bad at all people management. Did you try to find out why he does that? As some mentioned, document things as your back up.
Hifiwifi
Executive
1
Account Executive
I think it's a sign that accounts may be scarce, incoming traffic or two-way traffic is scarce, and BDRs don't bring very many, let along "good" leads in
RandyLahey
Politicker
1
Account Executive
Keep receipts, and document as much as you can. Continue to focus on yourself, your craft and your process.

How long have you been there?
Hifiwifi
Executive
1
Account Executive
2 years now, we've had some management and leadership changes, as well
RandyLahey
Politicker
1
Account Executive
Polish up that CV! Get after it. Time to move on, seems like they have lost the plot.
ThatNewAE
Big Shot
1
Account Executive - Mid enterprise
My ex-manager would do that. He had a favourite that he would always favour, come what may! The rest of us were scapegoats. The weird leads, the unqualified leads would come to us.
That said, if he hired someone, he'd give the excellent accounts that I worked on (didn't close yet) and give it to them under "Nurturing" campaign
He'd also say - if it had to close, it would have closed.
They never closed under the new hire too - but that said, I had my mind out for the new reps' accounts just worrying if those accounts are closing.

How I dealt with him ? - I raised it again and again to him and his higher up hierarchy. I blamed my non-productivity in certain areas on him and his tactic of taking away accounts. I raised this in all my QBRs time and again. I painted wrong pictures on forecast calls that none of my accounts are in good shape, just so he doesn't take them away.

He eventually left, but nobody did anything when he was there.
Hifiwifi
Executive
0
Account Executive
LOL! Undersell, overperform! I like this
bendandsnack
Politicker
1
Account Exec
Oooooh sore subject, this just happened to me.

Top performer in my region. We reshuffled, I got pushed into another region, they brought in a new manager for that region.

Took all my accounts and gave them to a low performing rep who used to work at the same company as my new manager.

I'm fucking pissed
Hifiwifi
Executive
0
Account Executive
Wow. It's interesting when it looks obviously planned out. Plotted.

Ughh.

So are you looking for a new role, too?
CPTAmerica
Opinionated
0
President/CRO
Be careful to not project sinister intentions on ill equipped leaders. Sometimes it's better to ally than convict.
Hifiwifi
Executive
0
Account Executive
100%!
0
Account Executive
Good sales cultures don't do this practice. They value their sales reps and understand that everyone needs to get fed (attrition accounts). The challenge is to create a sense of parity.
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