I lost $3500

Flashback to March (before I inherited this territory):

  • SDR leaves a VM and sends one email to a non decision maker (following up on an incoming lead from one of my big accounts)
  • SDR pipes irrelevant opportunity

Fast forward to June:

  • I cold called the VP of technology in one of my big accounts. He is a decision maker.
  • Cold call led to initial introduction/discovery with my extended team
  • We uncovered they were looking to move very quickly and needed a lot of help
  • We spent hours in internal prep meetings
  • We spent days in discovery calls with multiple people in their org (all coordinated by me as well)
  • Multiple opportunities were uncovered

After all the work is DONE and we are in closing stages:

  • SDR flags the deal pointing to his one call, email, and oppty "protecting" him for credit on all future deals
  • My leadership team gives him all my opportunities pointing to outdated rules of engagement that give him credit for all of my work. Without talking to me first.


At the end of the day, it's nobody's fault but my own for not fully understanding the ancient ROE, but I'm just REALLY frustrated that my AE, RVP, and SVP can all vouch for the fact that these deals wouldn't have happened without me, but none of that matters because... rules.


&& honestly what pisses me off the most is that the SDR was so smug about taking my work... and there's nothing I can do about it. It feels like slap in the face that I can bust my ass for weeks and can't even be given the courtesy of presenting my sourcing case to my leadership before they give away my money...


Rant over.


๐Ÿ’ฉ Shitpost
14
Gasty
Notable Contributor
7
War Room Community Manager
2 points:

1. If you have a strong Sales Leader, they should intervene themselves and get you some credit.

2. If your Sales Leader hasn't intervened even post you raised this to them, you don't have a strong one.

Either way, these cases are extremely common. Ancient ROE is to be blamed for sure. But more so, the one in charge of Rev Ops.

If no one's in charge, it again goes back to the Sales Leader.

<TLDR> I feel bad for you.
CuriousFox
WR Officer
4
๐ŸฆŠ
Ugh dude this sucks.
Sunbunny31
Politicker
4
Sr Sales Executive ๐Ÿฐ
I'm so sorry. This is exactly why SDRs/BDRs/AE do the equivalent of graffiti all over SFDC - tagging useless items in the hopes it means they own everything else downroad because they licked that particular donut.

AgastyaAdams makes a solid point about sales leadership - strong sales leaders will look at the garbage going on and revamp (so that the donut lickers knock it off already) and reward the good salesmanship and value you tangibly brought to the situation.

Also, if this is one of your key accounts...why does the SDR have ANY sway over your efforts? If that SDR is tagging immaterial events in all your accounts, then what? You just going to sit back, because everything you do will go to someone else?

This is another case of rewarding bad, lazy behavior that ultimately will backfire horribly on your company, because overall, this is horrible for the company moving forward.

For you, specifically, in the future: look at your accounts, see what's in there with regard to crap activity like this, and get the blessing of your sales leadership up front to pursue the account with no repercussions. Because that is bogus.
AnchorPoint
Politicker
3
Business Coach
So, your organization's leadership would rather award an SDR that failed to do their job and punish one that went above and beyond for the good of the organization???? Your leadership and the other SDR are worthless and should be terminated immediately.
Mobi85
Politicker
2
Regional Sales Manager
That sucks, honestly that is a situation that I would be very very tempted to physically wipe that smug look off the SDRs face but like AgastyaAdams pointed out if your sales leader doesn't have your back on this then they don't have any type of a spine at all.

I hope that they make this right for you and change the outdated system moving forward but right now that wound is probably pretty fresh.
TennisandSales
Politicker
1
Head Of Sales
yeah this blows for sure.

I would suggest reaching out to leadership and using your situation as a case for why the ROE need to be changed.
SADNES5
Politicker
0
down voters are marketing spies
I came in here expecting an investment story like mine in ARK Funds. And left feeling bad. That sucks. Your senior leadership should be at least working a split with you on this. You did the work.
antiASKHOLE
Tycoon
0
Bravado's Resident Asshole
This is BS to me on a few different levels.

1. Karma is a bitch and this person is going to get bit in the ass for this one. Idk what your structure is like, but even if you got the credit for sourcing, your payment doesn't come from said SDR's pay. Why would they want to screw you out of something like that, unless the lead your sourced went to someone else completely?

2. it was past 90 days from that "one - touch" doesn't seem like there was any intended follow up either, so in all fairness, the account was lost and you came in like Jesus and saved it from the abyss.

3. I have had this happen to me so many times either with some AE or it was another BDR that was trying to be sneaky. Thank God I have a memory of an elephant. These situations get me pissed off and I feel for you!
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
So they pit the AE against the SDR? If so, that's a poorly planned comp plan and sales org. You should never have sales people pitted against either in that way.
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