ThatNewAE

Account Executive - Mid enterprise

Valued Contributor

Faking low pipeline and fake CRM hygiene as an AE !

I started working as an AE 6 months back and might have been doing decent so far. I noticed a couple of things that fellow AEs were doing that caught me off-guard! Are we all AEs supposed to be this way? Send help.

Closed deals on 26-27th of May; but updated CRM as "Closed won" on 31st of May. Triggered a notification on Slack to all employees. Got a lot of attention and appreciation for closing so many deals on the last day of the month. But if you were to check when the last call was + when the contract was signed (I had a lot of time at hand), you'll see they were all done way before!

Not piping deals at all. I have a fellow-AE who would not pipe the deals correctly in the CRM. He would keep his deals in "Qualification" stage even when the conversation has preceded to the pre-close stage. I never asked, but it looks like they want to show a lesser number in forecast meetings.

🤓 Sales Tech

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TennisandSales

Politicker

9

Head Of Sales

ha! this is classic.

ppl who fake close dates REALLY have a need to be loved dont they? I would have more respect if they just sand bagged the deal to the next month if it made them more money or something. But just to get more "atta boys/girls"....lame.

the second point? yeah everyone does this to some point.
This happens when there are micromanagers that are up your ass about everything. And sometimes its just better to lay low until you have a deal close.
BUT if you do this too much it can hurt your reputation for sure haha.

Filth

Politicker

3

Live Filthy or Die Clean

I was thinking the same thing about pushing to the next month and I've def undersold the pipe b/c of managements' need to commit/overcommit to still evolving and complex situations.

TennisandSales

Politicker

2

Head Of Sales

i HATE it when managers try to get you to commit on a deal.

Early in my career I would do it so they would like me. then i would miss and look terrible.

Now i just stand my ground and tell them that the deal is not ready to commit. as long as I have solid reasons its normally fine haha

ThatNewAE

Big Shot

1

Account Executive - Mid enterprise

That’s a good point on micromanagers! My manager too asks me to commit on a deal when I know it shouldn’t be.
Then they hold me accountable for not converting it. :/

TennisandSales

Politicker

1

Head Of Sales

haha yep! Corps latest video nails this.

The manager pushes you to up your commit so he looks good, then when it doesnt happen YOU get yelled at 🤦‍♂️

CuriousFox

WR Officer

8

🦊

Underpromise and overdeliver baybeee

jefe

Arsonist

2

🍁

All day, e'ery day

ThatNewAE

Big Shot

2

Account Executive - Mid enterprise

Take ‘em by surprise ! 🔥

1nbatopshotfan

Politicker

4

Sales

The nanosecond I have countersignature that opp is closed in CRM. It means I don’t have to answer any questions about it in review. No chance I’d hold on closing for a day let alone 4 or 5.

ThatNewAE

Big Shot

1

Account Executive - Mid enterprise

+1. I am usually keen / excited to mark an opp closed won !

snacks

Opinionated

3

AE

that's pretty shitty, and not all that hard to check and call BS. also skews any forecasting averages.

some place only care about the final results (did you win or lose the deal) but if your org actually tracks and reports on these metrics that data kinda becomes garbage.

personally, i wouldn't do it but ¯\_(ツ)_/¯

ThatNewAE

Big Shot

0

Account Executive - Mid enterprise

It’s good to know that it’s not the norm. I had been giving cut to cut forecast because I was told a successful AE is the one who’s in control of the forecast.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

In some orgs, management starts to call out the really egregious sandbaggers, because that is absolute murder on forecasting. However, that's their job to worry about, although you making fun of them here is perfectly acceptable.

Not playing petty games, or engaging in attention-seeking behavior, but working hard and getting results, is the best way to earn more money and rise to the top. You could be the sales ninja, avoid the bs, and outsell them just by focusing on good closing practices. Your colleagues will never know what hit them.

ThatNewAE

Big Shot

0

Account Executive - Mid enterprise

That’s a very reassuring point on not playing petty games. Not something I can do / want to do tbh
“Your colleagues will never know what hit them”- Putting this as my desktop wallpaper :p

AnchorPoint

Politicker

1

Business Coach

At the end of the day, playing games in not a long term strategy for success. Unless it plays into the compensation package, it is a bandaid waiting to be exposed and removed.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

On the first bullet - don't know what to say. Blame technology.

Second bullet - do you manage this person? If not, let his manager deal with it and don't worry about it. Not your problem.

ThatNewAE

Big Shot

1

Account Executive - Mid enterprise

No, I don’t manage this person !
Makes sense then - One less worry.

Gasty

Notable Contributor

1

War Room Community Manager

Somehow, this isn't surprising

ThatNewAE

Big Shot

0

Account Executive - Mid enterprise

I was, a little! More by the first pointer.

Annonny

Big Shot

1

Account Executive

Haha sand bagging! I think it is strange, but I have held off getting deals signed til the 1st of the month when I am at quota lol! But it has been rare, mainly when I know my pipeline is drying up...but only like they say yes the 30 or 31st I wont wait more than a day or two. But if I get it signed I process it all that day!

CavsIn7

Fire Starter

1

Senior Account Executive

closing deals on the 31st for emojis and virtual pats on the back? sad! - move in silence savage and ask this AE to cover for you while you're on PTO for hitting your number

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