Half a year in. 0 new logos booked. 0 realistic new opportunities. Should I just look into a new career?

My first enterprise gig and I only sell to +1500 employee companies. 
We are cyber company nr 7252 and almost nobody gets close to target. 
My boss is reasonable happy with me due to upsells (I got lucky) and nobody really makes target. 

How would you go about getting one new customer in 2023?

💪 Motivation
📚 Resource
☁️ Software Tech
15
detectivegibbles
Politicker
4
Sales Director
Preface - zero experience in Cyber Security.

However...I think the questions need to revert back to you.

Are you happy? Are you making the money you want to be? Is there room to lead up the ladder and grow?

Or, do your processes need to change? Are other reps performing well and maybe quota is unrealistic?
cybersimon
Fire Starter
2
Account Executive
Actually I am reasonably happy. It pays the bills and nobody breaths over my shoulder. Was thinking of finishing the year in the role and then re-evaluate
detectivegibbles
Politicker
2
Sales Director
Love it. Sounds like you have flexibility then. Maybe start looking casually and go from there!
TennisandSales
Politicker
4
Head Of Sales
so if you are in ENT sales....i would not expect you to close a deal in 6 months....so dont get so hard on your self
GDO
Politicker
0
BDM
Even 1 year could be quick
ZVRK
Politicker
0
Enterprise Account Executive
Exactly, I`m just now going over some of my 2022 wins. I`m in enterprise SaaS, and here`s how many days from initial contact to the contract signed took me to close:

- 92k ACV - 336 days
- 74k ACV - 128 days
- 122 ACV - 140 days

The part that could be a bit worrying, is the 0 opportunities. Are you not getting anything qualified from your SDR team or partners?
cybersimon
Fire Starter
0
Account Executive
Nope. Nothing. I guess I need to pick up the phone more often.
CuriousFox
WR Officer
1
🦊
braintank
Politicker
1
Enterprise Account Executive
What is nr 7252?
cybersimon
Fire Starter
0
Account Executive
One of many. Not in the top 10. Or top 20.
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
Number 7252? Of many?
finboi
Notorious Answer
1
Fi-nance
You’ve got plenty of more time before you can judge yourself here.

Based on other comments here I would:

1. Make a game plan for mapping out the rest of the calendar year
2. Network. Make a list of 10 companies you would seriously consider an offer from if it paid the same as what you make today. Try to meet with at least one person from those companies per week.
3. Be transparent with your boss about what you need help with.
Lambda
Tycoon
0
Sales Consultant
Are you happy?
Additionally what is your boss/manager really feel?
Ask them
Tell them your concerns and that you are struggling
There job is to help you perform
If they don't help you or you arent happy then yes start looking
otherwise just keep working hard and trying to make progress
read a few books on leads and sales, optimize your strategy and go
cybersimon
Fire Starter
0
Account Executive
I guess I should have that talk. Recently started reading my first sales book (after 5 years faking it). Maybe it’s what I needed to grow and really learn the trade.
Diablo
Politicker
0
Sr. AE
We don’t get a lot of logos in the ent segment per year but they are big fish - some take even more than a year to close. If would keep patience and see if things are moving positively. If not, you know the answer.
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
Not closing a deal isn't as alarming as "0 real opportunities". Do you feel as though there's a chance of building pipeline? Is your product solid and your target market reasonable?

Since you're going to give it a year and you're in Enterprise, I wouldn't necessarily be terribly alarmed, but I would definitely hope for something to start moving in my pipeline so that there's some potential sale out there. Do you think that will happen?
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
Not sure what mt 7252 means…

It’s tough to get customer #1, I get that. I would try cross selling into companies which are similar to your current customers. Also, I would work LI to find former employees of your current customers to see if they’d be receptive to your solution.

Good luck!
salesservant
Contributor
0
Director, Business Dev
We recently looked at this in my company. We 6-mo ramp and a long sales cycle in a tough market. We set a booking KPI year over year and a realized revenue goal that actually hits 1 year and 9 months after the start date. That is when we expect the rep' quota to first be realized - and I think it's reasonable. When deals are hard to come by, good organizations know that and typically have an idea of how long things actually take. We're tying to get this communicated up front now so we are fully transparent and set expectations. To get more opps - we've ramped up our outreach, shortened the messaging, just a quick few sentences to gauge their interest before moving them into a longer cadence.
BornSelling
0
Global Sales Account Manager
That sounds accurate and fair. What company is this?
salesservant
Contributor
0
Director, Business Dev
aINSIGHT formerly Applicant Insight - we're a background screening company with a software platform that supports employment processes/workflows. We target enterprise organizations for all our solutions; we have to go through RFP a lot and are up against client reluctance to make a change in their current processes that slow our sales cycle and make closing a bit difficult so we try be realistic in our approach in setting KPIs and in measuring success.
BornSelling
0
Global Sales Account Manager
That's extremely refreshing. I come from a line of similar reluctance and very long cycles as well. Luckily for me, my process has afforded me a 23 year win streak where I'm hitting goal continuously, then mix in a couple whales per year to drive me into the 200% attainment rate at times.
I take the strategic long-term-win approach and supplement my strategic sales revenue with low hanging fruit of some transactional items to keep everyone happy with me while landing the whale.
Even in my current role which im in for just 1 year. My company is pulling from the Americas and that leaves me being laid off, but happy to have driven 800k revenue in the very first year here. Became rookie of the year, but there just is no placr for me anymore so I'm looking now.








cybersimon
Fire Starter
0
Account Executive
Best of luck
celestine
-1
accountant
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cybersimon
Fire Starter
0
Account Executive
Sounds like you get me.
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