Lots of changes to sales team (massive growth, smaller territory, increase quotas). What do I do?

Question

So our team has been doing really well over the past year so naturally the company decided it’s time to grow it. This means the territory has slowly been shrinking including customers for upsell/expansion.

Not only that though. We also had changes to marketing so lead gen is way down. Quotas have gone up.

On a positive, lots of training and have increased products to sell.

A lot of this probably just startup life but any advice on what people have done in these scenarios?

Accepted Answer

It's a natural part of a company growing up. Although it is a bigger challenge it also indicates the company is growing and that there is a good future. Salespeople spook easily at change. It really doesn't sound bad based on the feeback here

Answer

There’s really only a couple options. 1. Prospect more 2. Find a new job. This will happen at literally any company that’s going through a ton of growth, just up to you to decide whether you feel like you can still be successful in your role or not. Sometimes the start up gets a massive round and they have to increase the quotas by a crazy amount to justify their new market cap. If this is the case, I’d consider leaving.

Answer

My company is currently at a stage where lead gen is not big enough to provide for the whole company, as a result SDRs and team leads as myself have chipped in doing tasks we usually don’t. Its a process every company goes through one way or the other!

Answer

My company also is going through a major growth spurt and I had a conversation with my manager about how I want to be a part of the growth and not get lost in the shuffle that can ruin my advancement. It was very well received and he was able to run it up the ladder so that it's well known that I'm looking for more than just a fat commission check out of this company.

Answer

Push leadership to remain transparent. The moment they start to get guarded, only sharing updates and changes via middle and line managers, is when you get into a difficult situation. Part of it is entering the "scale-up" mode, trying to sprint when you were only trained to jog. It can get taxing and causes people to close off.

You're going to do well if you keep your head down, do the things that are within your control, and try to help others out by pulling them along when they need it.

Answer

There’s really only a couple options. 1. Prospect more 2. Find a new job. This will happen at literally any company that’s going through a ton of growth, just up to you to decide whether you feel like you can still be successful in your role or not.

GlenRoss

Lots of changes to sales team (massive growth, smaller territory, increase quotas). What do I do?

9 comments

GlenRoss

Lots of changes to sales team (massive growth, smaller territory, increase quotas). What do I do?

9 comments

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