Mas019 profile picture
Mas019 profile picture

Mas019

Sales Engineer

Good Citizen

Need Help!! Quota reached in a day

Hey War Room Fellas;


Need advice on the below situation !!!!!!


What if we close / Scrap quota in a day. The deal gets finalized but the product team is unable to deliver as per the schedule.


Customer Status: Pissed

Deal Cancellation speculation: 50%





🛢 Energy & Industrials
🧢 Sales Management
✌️ Growing Pains
4

14 comments

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LordBusiness
Politicker
6
Chief Revenue Officer
A deal "sold" that has expectations that can't be delivered on isn't a deal sold?  Its not "the product team" who can't deliver on it, its the seller who can't deliver on it -- as from the clients perspective that's where the responsibility sits. 
Mas019
Good Citizen
2
Sales Engineer
Hey Mate;

Your response is straight on the bull's eye. 

I totally agree with the customer's viewpoint, the seller is responsible for the successful execution and closing as expected. 

But my standpoint is that if the product team acts accordingly with a lead time then we can get the trust of customers for the long run and get the deal sold.
CuriousFox
WR Officer
3
🦊
I need more information. 
Dollar
Executive
2
Enterprise AE
If you overpromised here, stop doing that! Its gonna come bite you later. 
Always play the long game, a happy customer gets you more - referrals, expansions, case studies and possibly buy again when they go to a new company.
An unhappy one, is probably never gonna buy from you but also tell others around them about their experience.
NorthernSalesGuru
Politicker
1
Manager, Outbound Sales
Well someone needs to assume responsibility here first...
PartnerGuy
Good Citizen
3
VP Channel Sales
Yeah, so many potential issues here... Has the AE over promised on something just not achievable? Or has the post sales team screwed the implementation, or was the resource not available? Did product promise new things for the product that never came to pass? 

If a rep has sold a great deal and all the teams involved were setup properly, the rep should not be accountable if the point of failure was not down to them. 
If the deal was never achievable as promised as the rep sold something impossible to do, then 100% it's on the rep. 
Savagedoge
Tycoon
1
Account Executive
This happens so very often. It's important to stay in touch with what the product team is capable of doing along with a timeline associated with it and make sure we don't over sell that. No matter how large the deal is, for me, that's a half baked deal and it's only going to cause a lot of headache. 

slaydie
Big Shot
1
Account Executive
Sounds like there was a miscommunication between Product and Sales that a feature would get delivered by X day and now its postponed, is that correct? If so, by how long? This doesn't have to be a deal breaker. Maybe it's just pushing the start date of the clients contract back if this feature is so important to them....and maybe it's just being clear that things are running behind and it will be delivered by X date now. People are generally understanding as long as you are upfront with them.
softwarebro
Politicker
1
Sales Director
This is where "fake it til you make it" doesn't work. I totally get the thrill of closing a whale but what is the overall business risk should you fail? Your customers/prospects talk to each other... Can your business afford bad PR?
Soiboi
Politicker
1
Account Executive, EIAS/Compliance
Always Introduce lead time early for implementation imo 
TheDragon
Good Citizen
0
CVO
First off, this is tagged under energy and industrials, if you need help with fulfillment please shoot me an email ([email protected]) and I might be able to help. Give as much transparency to the client as possible, and get the team involved with the call. Focus on solutions to the problem rather than dwelling, pointing fingers, etc. Use it as an opportunity to show the client how well you work under pressure and get creative (if allowed). Seriously though, I might be able to help and I hope you reach out. 
sneakysnek
Politicker
2
KCSM
Hey not sure if this matters to you, but you just 100% doxxed yourself on an anonymous platform - i'd wager a LOT of us have ZoomInfo
Mas019
Good Citizen
0
Sales Engineer
Hey Dragon;

I will shoot an email to you with the complete scenario...

Thanks 
Feds_Watchin
Politicker
0
AE
Prepare yourself for a swift kick to the dick in the form of a clawback

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