PleaseAdvise

Account Executive

From Top Performer to "Bottom" of the Barrel

Hey WR - I'm in a peculiar situation. Would appreciate some thoughts, opinions, and feedback here.

I've been slangin' software for a few years, and have been a top-performer in all my roles. Until now.

Some context: Been in current AE role for 1.5 years. Product is great, it adds value for our buyers, and I like selling it. Direct manager loves me. I actually enjoy prospecting and cold calling (yeah, I know, I'm weird). So he'll toss new accounts my way frequently, because he knows I can break in. Problem is, I'm not a top-performer. I'm closer to 50% attainment in my tenure, and obviously upset about it. Yet, my manager doesn't seem to care. Because the entire sales org is hovering around 42% attainment. This is likely due to the market being saturated, and favoritism within my company (a select few reps get handed the hot accounts that are well funded and are ready to buy).

Seems like an obvious red flag when a sales org has such low avg attainment, and sees no issue with it. Definitely planning my escape, planting seeds here and there. But I'm concerned my current attainment will impact my abilities to land a new gig.

I consider myself to have decent morals, and do not want to lie about my performance. While some fellow sales friends say I should always fluff the numbers a little, I never have, and would prefer not to.

Do you think hiring sales management would understand my attainment situation?

-PleaseAdvise-

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11 comments

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LordBusiness

Politicker

7

Chief Revenue Officer

You just have to learn how to speak in specific vagureries in your interview process. Instead of "I hit 50% of my goal, but that's ok cause average hit rate was 42%", say "I was a consistent top 10% performer in my peer group on quota attainment".

Also, your leader doesn't care because somewhere in your leadership team they decided to take a 1996 approach to building sales targets. "We need to hit X number, ok great lets target the sales team for double that so we can make sure we hit x"

(sigh)

CuriousFox

WR Officer

4

🦊

Exactly. You have to learn how to spin it and live in the gray so to speak.

PleaseAdvise

Executive

1

Account Executive

I can definitely do that. Leave my numbers accurate on the resume, speak in terms of being top-performer in my peer group. Love it! Thanks Lord!

jefe

Arsonist

1

🍁

@LordBusiness is 100% correct.

That old school mentality is ridiculous, so far out of date, and extremely discouraging/demotivating.

SaaSsy

Politicker

2

AE

Yes, If they’re an experienced leader they can understand that it most likely isn’t a you problem. Just be ready to confidently explain why the company has such low attainment - quotas completely unrealistic? No differentiation in a crowded market? Focus on the past roles you’ve seen enormous success, most people have an outlier in their career. Good luck!

PleaseAdvise

Executive

1

Account Executive

Thanks SaaSsy. Turnover is high, and there are other factors too. Want to take personal responsibility. But I'm being told that I'm doing 'everything right'

DungeonsNDemos

Big Shot

2

Rolling 20's all day

I feel like I just read numerous red flags. I know many orgs structure quotas so that reps can't reach them so they never pay accelerators, but on top of that you have favoritism and leadership that is just coasting.

Glad to see you're looking around. I would phrase things more like:
- top x% of reps at company
- highest attainment of sales $ or % on team
- acquired xyz or other top label accounts and *other goal metric*

and other ways you can focus on achievement outside of actual "I sold $x,xxxx."

PleaseAdvise

Executive

0

Account Executive

So many red flags, indeed. This is good advice on how to frame my numbers. Thanks, D&D!

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

I jumped from my last company due to just this. The new, smaller company didn't care about quota attainment over the last year or so, primarily due to the pandemic and the outlier nature of the year. All the tips here are perfectly valid and really great ways to discuss performance. Best of luck to you.

PleaseAdvise

Executive

1

Account Executive

Appreciate the support, SunBun. It'll be a good sign when a prospective hiring manager understands my situation, and can look past 'mediocre' numbers.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Oddly enough, my numbers and quota attainment never came up during any of my interviews here (why I said they didn't care about quota attainment over the last year). I had my tenure at my previous company in my favor, so I suspect it never came up because they knew that company did not keep underperformers.

Looking forward to the announcement when you land a great new position!

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