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nulladdress

Sales Specialist

Valued Contributor
Contributor
Fire Starter
+1

My regional sales director is unethical af

What's up everyone, I'm posting here hoping to get some feedback and advice on a specific situation I'm currently in.

 So, I started a new position as an Account Executive 3 weeks ago with a fintech company. Overall my experience has been very positive and I've been doing really well so far (better than everyone else on the sales team). I closed 3 new accounts today alone, and I have 5 more appointments set this week.

However, I've been noticing that my regional sales director (the guy who is basically mentoring me) is the definition of a sleazy salesman. He will tell a client basically anything to get them to sign. He will even lie to people in order to sway them into doing business with us. When I'm out in the field prospecting by myself I always get positive responses from business owners, and for whatever reason most of them end up liking me from the jump. Whenever he comes with me to prospect new clients the reactions are a lot different. It's like people can kinda sense that he's not really genuine. 

My issue is that I don't know enough to fully onboard the clients by myself yet, so once I set appointments my sales director has to come along with me in order to do all of the paperwork portion. I tell the clients exactly what I'm supposed to and what I'm trained to tell them, but the sales director will come in and do whatever he wants to do without even telling the client. He can be very misleading and deceitful from what I've witnessed, and that's not my personality at all. I don't care how much money is involved.

He's been extremely nice to me, and he's been trying to figure out how I'm able to set all of these appointments while everyone else seems to be struggle. I've even seen him hisself struggle trying to set appointments because he's not really a likeable guy.

I'm new in this industry and I feel as though I have the potential to really go far, but I don't feel like I'm being taught the correct way. The guy is trying to teach me his screwed up way of doing things, and not going by what the company is SUPPOSED to be teaching me.

What should I do in this situation? He is the only regional director in my state and if I reach out to someone higher than him directly then they will tell him everything I say. It's very annoying to be put in a awkward ass position like this.
🧠 Advice
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29 comments

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SaaSsy
Politicker
16
AE
Sorry you’re dealing with this 😣 Sometimes you learn the most from the worst. Best advice I can give is stay true to yourself, learn what you can from him and use teaching moments to get your points across - I.e. how do you set so many meetings and close better than anyone? You’re trustworthy, you operate with integrity. If he has any sense, he’ll catch on.
ChumpChange
Politicker
5
Channel Manager
"Sometimes you learn the most from the worst." Spot on mate.
nulladdress
Valued Contributor
2
Sales Specialist
Thanks for your feedback. I feel like I may eventually end up having to let him know he’s putting me in awkward positions that I don’t want to be in. I just worry that he’ll start acting funny towards me after I bring it up.
SaaSsy
Politicker
0
AE
I get that, lots of egos in sales and some will never listen to sense. If you think he’ll react poorly, unfortunately you might have to nod through the BS and then just do you own thing behind the scenes. If you produce, I’m sure he’ll mostly leave you alone and hopefully be gone in the next 6-12 months.
FoodForSales
Politicker
8
AE
This is unfortunate but I would also say you have only been there 3 weeks so you may not be 100% in the know.

I would document everything, quietly. So that there's no blowback on you if something goes awry.
Denali
3
Business Development Manager
Documenting things in simple, human, storytelling fashion on a daily basis in these types of situations is a pro move. It's extra work, but worth it to CYA. Also - you unfortunately may just have to look for a new job if it doesn't change...but this is a great story to tell in interviews - a hiring manager in a company with a good culture will love this.
nulladdress
Valued Contributor
0
Sales Specialist
That’s what I worry about bc he already screwed up one deal I had last week bc he was trying to do some under the table stuff. It backfired on him and the prospect stopped answering my calls after that happened. It can very easily make me look just as bad.
Gasty
Notable Contributor
4
War Room Community Manager
@TennisandSales, @ThatNewAE: I'm sure you both would have something to add here.
TennisandSales
Politicker
3
Head Of Sales
thanks for the tag @Gasty.

First off, this BLOWS. im so sorry you are dealing with this. I think you have 2 options here:

1. Quit. Learning how to do the things the WRONG way can REALLY screw you up. Ive been there. I was pretty much taught this terrible bait and switch approach to discovery when i first started out and it was REALLY hard to break away from it and really set me back. SO leaving because of unethical behavior is a totally legit reason to leave. Im sure a competitor would LOVE to have you especially if you explain why you are leaving.

2. try to confront the boss.
This can be super hard and uncomfortable. But in your 1 on 1s with him, i would play the "im confused" card. Try to pin point specific examples and ask him to explain why he is doing its.

Ex

"Sam, when we talked with ABC Corp, last week you mentioned our integration does XYZ. I was confused by that because I thought it was really meant to do ______. Am I missing something?"

or

" Sam, Im concerned that the client thinks we are going to do X when it looked like you were setting them up to do Z. Im a little confused, wont that set them up to fail?"

Something like that where you can open the conversation and have him explain himself. the more you do that in that tone, the more he will realize that he can mess around with you. as long as you keep pressing him on decisions you are un sure about.

keep us posted on this!
nulladdress
Valued Contributor
3
Sales Specialist
“Bait and switch” is the perfect analogy bc that’s exactly what he did to a client yesterday. I felt bad about it bc the lady was so nice. He didn’t actually screw the lady over but he told her one thing then he did something else. She thinks she’ll be saving a lot of money every month now but in reality he set her up basically with the exact same thing as what she’s already paying just to get her away from the competitor. He doesn’t even know or care if the lady is already in a contract with the other company. If she is she could possibly be fined, and I’m sure she won’t be happy about that. I asked him what if she says something bc she’ll surely notice that nothing has changed and he basically lied to her…his response was “dude she’s not going to say shit”…I’m like but what if she does though????? Although he’s helping me actually get them signed up they’re still my accounts at the end of the day so that can very easily look like I’m knowingly misleading people. Now I don’t trust the guy to actually do what he says he’ll do bc unless I ask he won’t even tell me what he’s pricing these people at.
TennisandSales
Politicker
1
Head Of Sales
ohhh shit yeah thats pretty bad. its even worse because if shit hits the fan with clients like that, YOU will have to deal with it, and i bet you money he wont swoop in to save the day at ALL.
ThatNewAE
Big Shot
4
Account Executive - Mid enterprise
I was smiling ear to ear reading this, for I know precisely how frustrating this could get. I was in the exact position 2 years ago. I will tell you a few things that worked for me (might or might not for you):

- I can filter out what I learn. I can't filter out what they teach me. If I already know that these are sleazy techniques to win over a deal, I know better than to pick up every single tactic they teach.

- Look out for the good in them. Not human per se, but the good tactics they might be using. Just pick up those tactics that I personally relate with and fixate on them. They can be bad mentors/ managers but they still would have at least 1 -2 good sales tactics in them.

- Let him keep giving you feedback. You don't need to act on the feedback and you don't have to take any of this personally as well. Let that pass by, he would get bored too. Just sit through the feedback calls.

You do you! :)
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
" I can filter out what I learn. I can't filter out what they teach me" is a great line!
BlueJays2591
Politicker
3
Federal Business Dev Director
Geesh, not a good first couple of weeks. I would keep track of what's going on and keep your head down for another month or two. Creating waves in your first couple of weeks can hurt you, no matter how necessary the waves are. Protect yourself first. Also see if your boss' boss is the same way. Once you establish credibility, then bring it forward. But be prepared to need specific solid examples.
antiASKHOLE
Tycoon
2
Bravado's Resident Asshole
Keep your chin up and press in. Like mentioned by others, document everything and be protective of your mind. Stay true to what you know is right to do and keep doing that.
swabianarabian
Fire Starter
2
Teamlead Business Development
You‘re Skyler, and he’s Walter White. Just sit it out, the problem will take care of itself. There will come a good moment to bring this to the attention of management without you having to actively look for it. You’ll learn to onboard your clients without him quickly and it’ll be all good very soon.

I feel like you also might be posting this because you’re wondering how a Newbie like you can outperform everybody including the sales director. In case this is true: rightfully so! This is a great opportunity for you to become very valuable for your company, don’t rush and don’t try to skip steps. Stay in your lane and wait for the right moments, in 2 years you’ll be the sales director :)
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Just keep your head down and make sure everyone knows you are 100% above board on everything. I would bring in a third party to assist just to CYA.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
How long will it be before you can onboard on your own without your sales manager?
nulladdress
Valued Contributor
2
Sales Specialist
That’s the thing, I feel like I’m close to being able to do it myself. However, the last and most important part is the part that he doesn’t spend as much time teaching me. He normally flies straight through that part with very few openings for me to ask questions because it’s usually right in front of the clients. I’m just going to bite the bullet and have a conversation with him today about it. I have virtual trainings with another guy in the company and I can tell he actually does things the CORRECT way, but the regional guy is the one who is actually out in the field with me. He tries to skip so many steps that it’s hard for me to tell when he’s being legit and when he’s doing something under the table. I can tell that the VP and the other people above us have no idea he does this stuff. But he’s the only regional director in this state so even if he gets fired I’m not sure who else will be leading our team here.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Good, because the sooner you can manage your own business, the better. Pick up as much as you can via the virtual training as well.

And don't worry about who will lead the team if/when the regional director goes - keep your business as clean as you can and the rest will work itself out.
CuriousFox
WR Officer
1
🦊
Has he promised clients one thing and then not follow through?
activity
Politicker
1
VP, Business Development
These people have a way of showing themselves the door at some point. If you believe in the company, I would put my head down and keep doing my job.
Fenderbaum
Politicker
0
Retired Choirboy🪕
I 100% agree here. @activitysaid it best - those types of people usually have Aunt Karma pay an unwelcome visit.
dealdaddy87
1
CEO & Founder
That's a shitty situation. I think you have two options:
A) Talk to him about how to become more self-sufficient faster, get him to offload as much of the work you need him for onto you as fast as possible. If you want development go and find other sales mentors, probably outside the company.

B) Talk to recruiters. never hurts to have options.
Razorramon
0
Sales Manager
what i do is I'm a animal in the gym I'm big and scary so if some try's to do some dumb shit like that I pull them to the side and say hey wtf are you talking to my clients. lol I'm serious but that's not everyone's scenario. Work his ass keep killing in sales and you will pass him up. Guys like that don't last. Relationship over money.
displayguy
0
Trusted Advisor
I also had a "challenging" sales manager to the point I was alone in a city but would have to warn clients that Dwayne was coming for a visit, and if they will put up with his BS, I promised them to lunch or drinks the following week.

I did learn from him, but it crushed any ambition to go further in the organization if he was an example of Management style.
666ABC
Good Citizen
0
RM (Relationship Manager) Director of Sales
Just remember that in this world many people fail upwards. He may be in his position because people couldn’t stand working with him as an AE, but he seems to have the ability to close deals and you being a new hire were put in the unenviable place of working with the guy that nobody else wanted to work with.

Keep your head down and do your best, chances are that these things can work themselves out.

Like othered have said do what you can to document everything, showing that you did things the right way and he did things you thought were unethical, and when, or if you are ever in a review scenario you will have a solid case to plead. Sometimes, you have to pay your dues for a while before things like this can be sorted out.

I had a very similar situation once where I had to put up with the sleaziest of managers. He refused to let me get any credit for many of the deals I was bringing him, and often screwed up many others. He was also a top producer at the company, but his success stemmed from the territory, not his skillset, and definitely not from his personality. It eventually was noticed that I had done a lot of the work he was taking credit for, and the way he was treating me was noticed by everyone. I eventually got promoted, never had to deal with him again, and later, he got busted in a prostitution sting(lol) and was let go from the company. Things can work themselves out.
mortgagelady
0
Loan Officer
I would personally find another job right now. You're obviously a good sales person and that skill is in demand no matter what the economy is doing. If you can't go to management and report his bad behavior without fear of retaliation, then this problem starts from the top down. You'll be super sad if you spend 12-18 months creating a clientele base and then have to leave because it's an unbearable situation. If he's getting paid off your sales too that's also going to be an issue. He will, at some point, insist that you're unethical too so you can bring in more sales.
ramanathan_pillai
0
Sales co-ordinator
If time is not good, we can't do anything, it happens to everyone.

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