Mr.Reddington

Account Executive

Personal Narrative

Help Sales Gods!!

Today I was given the ultimatum perform or we part ways. They told me to trust the system (just keep calling no emails or anything). I booked 21 net new appointments last month beating second place that had only 9 and he is out selling me. my monthly quota is $55k and to date I've sold $31k. I put in the hours and make 60-80 calls a day. I work in the copier and production print space.

I'm at a total loss for words. I was beating quota at my retail sales job I get here and it's like im a sales retard. This is my first B2B job and everyone is making better money than I am but I can't explain my lack of performance. I read ALOT, im professional, I beat my boss to work sometimes and never late, I put in after hours work, etc. I ask for help from others in the company and try to take to heart what they are saying but still im not selling anything. when I say I'm at a complete loss I mean if it doesn't work out it will be a question that will haunt me about what I could have done differently.

I find it hard to believe I can't sell since I've proven it before. And I want to own businesses one day so this is a big red flag for me. I'm also worries this will make me a bit radioactive to get any other B2B job. I'm at the end of my rope with more questions than answers and I can't understand why I'm not performing. PLEASE HELP!!!

9

26 comments

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ABCvs

Valued Contributor

10

VP of Growth

Early in my sales career I made a jump from outside sales (selling to small businesses in a retail industry) to an account executive for a SAAS startup.

In my first job I was the GOAT. Rookie of the year. Salesman of the year. Promotions. Raises. Territory of my choice. Etc etc. I joined this new company and it all fell apart for me. I was in a new industry, selling a new product, doing virtual demos and pitching for the first time and it just wasn’t going my way.

3 months in I got the same “performance improvement plan”. I had all the right elements but it just wasn’t coming together for me.

I slugged it out for two more weeks and didn’t see meaningful change.

I took my PIP and walked over to the CMO who happened to fucking hate the Sales leader. I told him the position I was in, why I felt there was still more value for me to add and asked him for advice.

He presented me with an opportunity to start a BDR team while holding onto my current sales opportunities. I jumped all over it.

It was a step back but it allowed me to hone my craft and become better. I qualified, demo’ed, and practiced my ass off.

Something magical happened. I started closing more than the other sales guys. I was still managing a small BDR team and had my own qualification quota… but the practice was paying off. My messaging was crisp, my instincts were targeted, and I was feeling it.

Fast forward 9 years. I run a business unit for a public company. I have a team of account managers, new sales, and BDRs that report to me. I have had more years where I made over $500k than not since the PIP, successful exits from startups, and I can truly say that the performance improvement plan is the best thing that ever happened to me.

The lesson for you. Take a breath. Don’t just trust the process. Look at what others are doing that your not. If you’re putting in more hours but getting worst results, you are doing something wrong.

Go back to the basics. Train yourself. Practice your craft.

The pieces will fall into place. Keep your head up and be a savage.

Mr.Reddington

Executive

2

Account Executive

Your story is very inspiring and I appreciate that you took the time to write it. You mentioned the basics and it never dawned on me that the basics could be the stuff that’s thrown off. Had a rough nights sleep but it’s a new day and I will definitely take that breather. Thank you for the guidance!!

10XQLA

Politicker

1

Medical Sales Assassin

I want to collaborate with you bro especially in M & A in Healthcare Sector. Hit me up!!!

ABCvs

Valued Contributor

0

VP of Growth

DM sent 😅

hh456

Celebrated Contributor

3

sales

Free 30 minute call if you wanna review and see if I can help. Hit me up and I’m happy to try and see if we can’t help ya beat the CAP.

I’ll check this in the morning and we can hop on my conf line and chat.

Mr.Reddington

Executive

1

Account Executive

I would greatly appreciate a call. Let me know what your schedule looks like today. Thank you!

hh456

Celebrated Contributor

1

sales

ready to chat?

Mr.Reddington

Executive

0

Account Executive

I have a net new I’m about to go into would you be available in an hour?

hh456

Celebrated Contributor

0

sales

sure, can you find me on linkedin?

Mr.Reddington

Executive

0

Account Executive

No LinkedIn doesn’t seem to be locating you.

Mr.Reddington

Executive

0

Account Executive

I take it you are the author of the article?

hh456

Celebrated Contributor

0

sales

chea

hh456

Celebrated Contributor

1

sales

Pleasure chatting w you this morning bae. Go get em!

Mr.Reddington

Executive

1

Account Executive

I appreciate the time you took to coach me. Ready to show my bosses how stuck in the past they are!

bandabanda

Tycoon

3

Senior AE Mid Market

Sorry this is happening, that’s frustrating.

You’re probably not going to like my answer:

1st) you could get fired. That might happen. Coming to terms with the worst case scenario and what you will do is going to help you prepare.

2.) If you really are trusting the process, generating that many meetings, have high activity every day and they STILL let you go?

Forget em.

A good leader and org would be seeing all of that and coaching you on the areas where something is not connecting (if that is even the case…you might just be in a slump and that happens.) Hell, my last company my CEO told me as I was leaving “you’re going to fail in sales. You’re not a hunter, you’re not going to enjoy it either.” Of course, he was a chawch and dead wrong 🤷‍♂️

My point is, any organization with half decent sales leadership would be seeing your activity and say “they’ve got the potential, they just need extra coaching in some areas.”

I’m not familiar with the copier and production print space, but from what it sounds like you would absolutely crush it in SaaS sales. Keep doing what you’re, keep asking for help, show them you are really trying and document your efforts.

Mr.Reddington

Executive

1

Account Executive

I appreciate the words of encouragement. You are right. It doesn’t matter what they think it’s about putting one foot in front of the other. Thank you for the reality check!!

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Years ago I was telemarketing and landed at a place which on paper should have been great. I had been successful in other telemarketing jobs and was excited about the $$ here.

I lasted 2 weeks. Just couldn’t perform. I listened to the top performers, copied them, did everything else possible. I quit before I could be fired.

Lesson learned - you’re not going to be successful everywhere no matter what you put into the job. Sometimes you need to part ways before they help you out the door.

That was my experience. Hope yours goes well.

Mr.Reddington

Executive

1

Account Executive

I’m finding it crazy how many others get into slumps and get fired only till find their groove. Thank you for the story it helps to know I’m not the only one!

poweredbycaffeine

WR Lieutenant

1

☕️

Don’t use the R word. Ever. There are so many other ways to use self-depreciation to describe your intelligence.

Anyways. PIPs happen. Sometimes because you are truly not performing and other times because they need to give you one and see you fail as a means to manage you out. Do you get along with your team and the rest of the staff? Do you do the non-sales things to show you’re part of the culture?

PIPs can be a good thing for some, putting your feet to the fire. However, it’s not the end of your rope. I know several leaders that missed their PIPs—one is a CEO of a company with a half-billion valuation.

Mr.Reddington

Executive

1

Account Executive

The company did a fun run for the city and I was the only sales guy to represent my company at all. I show up to all of the sales outings that somehow all include beer. As for the team they are nice enough. If they asked me out for a beer it would be a coin toss and not because they aren’t likable but because we don’t share to many interests.

The company I work for hired 3 new hires in the last 12 months. I’m the only survivor and they have done MULTIPLE interviews and hired no one. They have less sales people than when I started last year. I’ve heard that others quit because of my manager which he can be a real chore quite often. He’s a better sales man than a manager. But he has taught me a lot so I can’t say it’s a total loss. I’m in the office writing this and my director is slamming doors and losing his mind. His desk is full of post it’s… I have no doubt that part of it is me but I do wonder how much of the issues I’m seeing are this place trying to turn me into something I’m not.

Sales is my chosen career and I’m only 28 so I’ve got a way to go. To do so I’ve cut out sports tv so I have more time to focus on what matters. I appreciate your time in responding to my call for help. Your comment on the “R” word and the reminder of how success is full of failure is reinforcing. It’s a new day and it’s one step in front of the other that’s all that matters.

Thank you!

poweredbycaffeine

WR Lieutenant

1

☕️

It’s also worth looking around your current environment and deciding if it’s even the place for you.

Mr.Reddington

Executive

1

Account Executive

It’s something I’ve been wondering. The vibe is very boy club-ish if you’re not into sports, or old movies then you’re kind of an outcast. I’m going to see what the PIP looks like but honestly may just start looking.

AnchorPoint

Politicker

1

Business Coach

You are putting in the work, probably off on process/words... DO THIS: New Sales Simplified by Mike Weinberg - it will help you GUARANTEED. Easy read packed with tools you can use immediately.

Mr.Reddington

Executive

0

Account Executive

That book has been on my reading list but it just rocketed to the front of the line. Thank you for the recommendation!

SADNESSLieutenant

Politicker

0

Officer of ♥️

so.. u work at the office? lol :).

Sounds like u need to work on ur demo and closing skills.

Mr.Reddington

Executive

1

Account Executive

No lie my wife was the dispatcher/ receptionist up until a month ago. So yes you hit it right on the nose! 😂

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