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My AE is not performing & it hurts

Hey folks


In a bit of a unique situation, the AE's I'm working with are not performing despite the fact that I've overachieved my quarter with lots of net new logos (40+) and opportunities for them.


What can I do to help this situation? Or at least raise the situation tactfully as I want the best for them, but personally been in a few awkward conversations where I'm covering them up when they are not pulling their weight. One notably - having a prospect emailing me for meeting/pricing follow up and them not being included in the chain.


WR Vets/Gods/Goddesses - Counting on your wisdom for this one.


11/7 - EDIT: Thank you all for the input!! Definitely needed the help and will keep this thread alive on where this is going


2/8 - Been tasked to learn how to demo now. Will keep this thread alive!

☁️ Software Tech
🧒 Sales Management
🧠 Advice
22
InQ5WeTrust
Arsonist
+8
Sales Savages, what is our profession? Trauma!
First I'd make sure that your back is covered by having your own success documented.Β 

If they're unwilling to engage management on it then unsure how you can help. Sounds like a change of tact/pitch or some training is in order.Β 
quokkadownunder
Catalyst
+4
SDR
+1, I've got some invites going on to be in weekly calls with upper management so will keep you posted.Β 
NoSuperhero
Politicker
+6
BDR
oooh I wish we had the follow a post feature for situations like this.
Show 6 more replies
GDO
Politicker
+7
BDM
Yes, save yourself first. Like in the airplane.Β 
quokkadownunder
Catalyst
+4
SDR
Quick update -Β  I did and am about to update the thread soon.Β 
CuriousFox
WR Officer
+11
Senior Account Executive
As an AE I make sure to have a quick one on one when an opportunity is sent to me via crm. I let the bdr/sdr tell me about it (even though I can read the details) and then we formulate a plan together. I do this to keep them included, and it helps building a foundation.Β 

Try it. This will also help you keep your outreach with the AE documented. If they still don't play ball, then at least your ass will be covered.Β 
GDO
Politicker
+7
BDM
It’s better to do it that way. Some stuff is not in the notes. Also it motivates your sdr if they are included. And it works for the company as well since the sdr is evolving to becoming an AE by being included.Β 
sales101
WR Officer
+6
Senior Account Executive
Definitely a tricky situation- I’ve been in a similar situation, however on the AE side, where pipeline generation and new opportunities aren’t the issue, but the product is almost too niche and the team is losing on either pricing or multiple tech losses An awkward situation, but could you reach out to the AE manager to see what you could do to help more opps pass through the pipe? This could be a good way of alerting management to this situation without having to β€œdob” anyone in, plus would be good if you’re trying to transition into the AE role soon too
quokkadownunder
Catalyst
+4
SDR
+1πŸ”₯ - very valid & most likely will take your approach.Β 
LegacySoftware
Opinionated
+4
Global Business Development
It depends on your intention: if you’re wanting to understand what’s more likely to close - you should have a loss review with your AE to better understand the ideal customer profile - one that you’re most likely to close AEs have a lot of things on their minds other than prospecting - and often AEs are deprioritizing prospecting while they’re not closing. It can be a death spiral
quokkadownunder
Catalyst
+4
SDR
Good call out - I'm building up a full report on my tracked opps. Definitely my intention is to help to see what can be driven forward given my comms are also driven by their closes tooΒ 
LegacySoftware
Opinionated
+4
Global Business Development
Great. Some of the biggest frustrations are BDRs killing it in a territory that isn't actually closing business. Opps may be "qualified" but can potentially hit software-weak spots, a market you're not so strong in - or something else. Or the AE sucks. All of which are possible... but would be good to understand -- "ok - we aren't winning THOSE kind of accounts -- what is a lay-up?"Β  BDs get promoted on personal performance; but BDs gain political capital (read: career leverage) -- when you find *** opps that close ***
Show 3 more replies
alecabral
Arsonist
+8
Director - Digital Sales Transformation
Not sure there's anything you can do about this, other than ask them what's going on, and maybe sharing this with your manager?
quokkadownunder
Catalyst
+4
SDR
I've had some 1-1 conversations but I'm hearing lots of entitlement/excuses coming out from their mouths.Β 

This is hard for me because I am thankful that my success to date is attributed by the AE but at the same time, a very hairy situation.Β 

Do I call it out where I run the risk of having my meetings not being flipped to opps because I'm hurting a few egos? Or shall I keep quiet for the interim & let management come inbound πŸ˜‚
ExtremeVibeChecker44
Praised Answer
+2
Inside Sales
Keep your head the fuck down.
Show 2 more replies
hurtscuzimold
Opinionated
+5
Dude abiding
Slice
Jackywaky
Arsonist
+9
Master of Disaster
damn no! I have a quick story about this: ALWAYS make sure you invite the AE to your handoff meetings and account/campaign onboarding. The account success will rely on this, especially if he/she's accountable for closing or moving your meetings to the pipeline stage. I had this account with 100+ appts and a <10% conversion rate - we were like: wtf is going on? well.. the AE was lazy and he never moved those on their CRM to the pipeline, then we decided to involve him in every process and go hardcore on follow-up and voilΓ‘! rate up to 45%.Β 
quokkadownunder
Catalyst
+4
SDR
πŸ”₯πŸ”₯πŸ”₯πŸ”₯πŸ”₯πŸ”₯πŸ”₯
NorthernSalesGuru
Politicker
+5
Account Executive
Make sure all your success is measurable.Β 

raise concerns to your leader. Your career depends on it
AssistantToTheRegional
Opinionated
+4
Enterprise Account Executive
Mimicking most of the comments, as someone who has been through - you’re shit out of luck. Even if valid you’ll just appear to be undermining the AE or management. I would position your success to be promoted or to leave. Approaching management about how others perform never works.
Beans
Politicker
+5
Account Executive
You've got great advice already, but I'd like to hear how this plays out.

This happens in our org and I hate when SDR/BDR's are the scapegoat for a shit AE.
quokkadownunder
Catalyst
+4
SDR
Totally - Bless everyone for being so helpful on this.Β 

Now time to crush q3 quota on top of this ..... πŸ”₯πŸ”₯πŸ”₯
braintank
Politicker
+6
Enterprise Account Executive
Are you there manager, a peer, SDR? Hard to say without understanding context.
quokkadownunder
Catalyst
+4
SDR
Their SDR
NoSuperhero
Politicker
+6
BDR
Have you talked directly with them and asked them what may be interfering with the workload?
Have you tried preparing a presentation and see if you can start picking up his slack in the hopes of maybe moving on to another part of the sales process?
Show 10 more replies
RaymundoFlex
Opinionated
+2
AE
How are you bringing in new logos as an SDR?
quokkadownunder
Catalyst
+4
SDR
A lot of ways. You might have to start a new thread and I'll be more than happy to share what outreach strategies had worked well for me :)
RaymundoFlex
Opinionated
+2
AE
Bringing in a new logo = closing them, not booking a meeting. Are you and SDR or closing role?
Show 1 more replies
LegacySoftware
Opinionated
+4
Global Business Development
Does demoing now mean that you are demoing WITH the AE? Does your AE typically do the demos (could be a transitional thing?) or just a new job task?
quokkadownunder
Catalyst
+4
SDR
No - going solo for the demo/deal cycle but having a solutions engineer helping me out too :)Β 
LegacySoftware
Opinionated
+4
Global Business Development
Congrats!Β 
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