The War Room
Question
Post

“It’s not my job” - AEs re: prospecting

I think I may lose it if I hear one more AE say it's not their job to prospect. Maybe it isn't your direct responsibility, however you have a quota that you are responsible for. If you're in an organization that gets tons of leads from their SDR's good for you, but don't complain if you're short on your numbers and blame it on someone else.

Maybe instead work with your SDR/BDR to have better conversations with prospects instead of just bitching about them!
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28
FeedTheKids
Politicker
+3
Solutions Consultant
Entitlement is a hell of a drug
SaaSam
Politicker
+8
Account Executive
That attitude is toxic regardless of position. "That's not my job" sets my teeth on edge in most situations. 
ju
justatopproducer
Politicker
+4
National Consultant
I have to respectuflly disagree with you here. I’ve been in a situation where prospecting is of course a part of a sales job. But, I prospect more now than I ever have in my previous AE position and SDR positions prior. So yes, ill do whats needed but you better believe I’m going to hate you forever for lieing to me.
InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
The AE's who say they don't prospect are the ones that cry for help when one of their deals slips for some reason. 

No matter the strength of your SDR team, pipeline health is still your responsibility. 
UrAssIsSaaS
Politicker
+8
SaaS Eater
Prospecting = life for any AE. If you subscribe to the attitude above you're not a true savage. 
MSPSales
Notorious Answer
+5
Account Executive
it's the SDR manager's job to train them. AEs can provide guidance to them however, it gets messy because AEs have no actually authority over SDRs. Prospecting is a part of the game. Organizations need to be upfront about how much prospecting is expected in the interview process. I've been hired for positions were I was suppose to have 2-3 sdrs only to find out once I started I have none. I was doing all the prospecting and not happy about it. 
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
Even AEs with some great lead flow should be prospecting their own 10-20 target accounts. If you stop prospecting, and your SDR leaves or loses their streak, then you are going to miss your quota and end up on a PIP. Can't blame your SDR for not covering your own ass. 
Diablo
Politicker
+7
AE
I find prospecting to be a very important part to drive numbers and I adapt to the changes as well. However, I wouldn't blame the person who stated that its not a part of his role. May be that is what they were told during interviews and felt the job to be the right fit as his competency might be in winning sales from Qualified leads.

But if someone is not adaptable, I will consider that person not to be a good leader and instead cultivate this person in what he is good at.
HarryCaray
Notable Contributor
+14
Regional VP
I mean kinda, but also chill out...  I might have time to do SOME prospecting, but my job is to take a deal from the very early stages all the way to closed/won, not to mention keeping all of my current customers happy and cross-selling to them.  My BDR's only job is to prospect and get leads converted to opps.  Probably not real constructive to only look at this from one perspective.  
SaaSData
Catalyst
+7
VP of SaaS & Unit Economics 🏴‍☠️
Best AEs prospect, but they definitely don't do a lot of activities.

I've seen AEs who have great partner eco systems and I've seen other AEs who have great Automation Skills.

I say load up 2-3 bots and let it rip.

I always prospect while I sleep.  Best time to do it.

Will be posting some things on this or text me.

-SaaSData
lmk if i can help

text: (908) 676-SaaS - reach out anytime... 24/7
MichaelScottKnowsBest
Good Citizen
+2
Sales Executive
I am a firm believer that this is **usually** due to the way the job is sold to the AE. So many companies out there try to create a job where it's like 'the biggest issue you are going to have is deciding which lead to call first!'. We all know that is rarely the case unless you are working for Apple after they launched the iPhone. The rest of us - we need to generate leads whatever we need to in order to hit quota. Quota is the expectation not the goal - so if you aren't getting enough leads to get you there, then get your fingers ready for some dialing!
Sunbunny31
Politicker
+5
Sales Executive
I'm of the "whatever it takes" mentality.  If my pipeline isn't where it needs to be, I need to take responsibility and get it healthy.   Prospecting is part of that.
Mobi85
Politicker
+5
Regional Sales Manager
(not pointed at you @IYNFYL ) If you don't feel it is your job, then you also don't feel like capitalizing on maxing out bonus potentials.  

Anyone that says that it isn't their job is lazy, and they are the first ones that get all butthurt at the end of the month when a deal falls through.  Sales is about building your pipeline or funnel to make sure that you hit and or exceed your goal.  Prospecting is part of the game to make sure your funnel is full and make sales by any means necessary.  
IYNFYL
Politicker
+6
Enterprise SaaS AE
I agree I did most of my sales with leads I generated myself vs those from the SDRs so I’ve always had to prospect
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
I've had places I've worked where I wasn't allowed to prospect. That was fucking wild.
IYNFYL
Politicker
+6
Enterprise SaaS AE
That was the same at my last job!
goose
Politicker
+12
Sales Executive
Shots fired.  Tell us to whom you are referring… no balls. 
Re
RedLightning
Politicker
+7
Mid-Market AE
I think AE's should have a portion of their pipeline be self sourced in some capacity. It helps you understand prospects better as a whole and makes you appreciate work leading up to a disco call.
WomenWantMeFishFearMe
Politicker
+4
SDR LXIX
I mean everyone on the chain should be doing some level of prospecting. You have numbers to hit. If you aren't getting adequate leads from the SDRs, guess what? Suck it up and start prospecting.
IYNFYL
Politicker
+6
Enterprise SaaS AE
Agreed, most people who don’t want to prospect usually weed themselves out of that company
WomenWantMeFishFearMe
Politicker
+4
SDR LXIX
I think it's a requirement of a good salesperson to recognize the importance of prospecting
Mothy
Opinionated
+3
SDR
I’ve never understood the mentality. Prospecting = opportunity = money. If you don’t want to prospect, it says you don’t want more money imo
GDO
Politicker
+7
BDM
you´re a team. If he/she is too bussy with calls i get it. If there are not enough calls they should jump in and help you to source the right amount of calls. They should have experience beind an SDR and thus also teach you.

Always keep in mind, are you doing the thing that brings in the most revenue? same goes the AE.
cw95
Politicker
+6
Sales Development Lead
Ah, yeah, yuck. There's a saying about teaching below to show them what to do and not how you act or something like that - you get what I mean. That's what it should be. 
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*Voting in this poll no longer yields commission.