KuriousKat

Senior Account Executive

New-ish hires being given tons of grace

Update: Thanks to everyone who commented here! I'll see what I can do regarding management or if I should start job hunting.

Hey savages. Wanted to share and get your opinions. I'm one of the most tenured AEs at this company and two other AEs were called out for the dozenth time regarding just not making calls. Our last sales meeting it was like the manager was speaking to children.

1) all leads are round robin - i'm consistently working 3x more yet i feel robbed because these people just dont work and are getting handouts

2) i'm finding they occasionally reach out to an opportunity i'm working and "didn't see" my notes and tasks

It's coming to the point where I'm starting to want to look for a new job but not sure if it's the right move. Every time I bring it up, I'm told to keep doing what I'm doing and I'll be rewarded but it's been months.

What do you all think?

11

21 comment

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Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Help me out here: doesn't working more leads give you the opportunity to make more $$?
And what happens when they reach out to your opportunities? Surely they're not stealing your deals?

jefe

Arsonist

5

🍁

I think the issue is that any leads are round robin so that they're getting just as many of the inbound despite sitting on their asses.

KuriousKat

Contributor

3

Senior Account Executive

Well said.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

so I get that part, but ... if you're outbounding, you don't keep those? That seems wrong.

jefe

Arsonist

1

🍁

That part is undoubtedly wrong.
Sounds like they don't have the right RoE in place. Or they're not enforced

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

Rules only matter when they are enforced. Otherwise, they are completely meaningless and it's a free for all.

KuriousKat

Contributor

1

Senior Account Executive

Exactly. Thats why we picked sales right?

I’ve had 2 deals stolen. I’ve found ways to stay on top of it so nothing has been stolen in the last several months.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Where's your manager in this? Stolen deals/leads/opportunities require intervention and meaningful consequences, or it's chaos.
If your manager is not backing you up and giving you any commission or returning the opportunities to you, then you have a weak system and zero incentive for the other reps to change their behavior or for you to stay.

And if the lazy behavior is also being rewarded/incentivized, then that also will not change.

CuriousFox

WR Officer

2

🦊

If you aren't happy with your manager and you don't see change happening then you already know what you need to do.

oldcloser

Arsonist

1

💀

Absolutely

CuriousFox

WR Officer

3

🦊

Cheers

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

I don't see the problem with #1 - things will eventually work themselves out - karma's real.

The real issue is #2 - document when they call on your accounts. Get your manager involved. Maybe even sit down with the AEs in question and show them how to see where an account is being work (CYA type stuff).

Phillip_J_Fry

Opinionated

1

Director of Revenue

I could swear this is a company that I used to work for. I was a top performer every quarter for 6 years, but the biggest, most qualified leads went to the person that was 2 months in and called out every other day. Leads were supposed to be round-robin, but I was able to pull a report showing me with the least number of leads, with some reps having 2-3x as me.
I brought it up to my manager, and he flipped the switch, where he was giving me EVERY lead, which isn't what I wanted (but secretly did). I just wanted it to be fair.

It inevitably went back to how things were and I decided to just keep my head down and continue to outwork and outperform my teammates until I found another job. I didn't feel respected and my work didn't seem appreciated even though I often held 75% of our team's number.

KuriousKat

Contributor

0

Senior Account Executive

Fair enough. Sometimes I think my patience works against me. I’ll take a play from your book. Thank you!

CRAG112

Valued Contributor

1

Account Executive

You could email the sales manager and vp sales and etc at the same time and send your concerns.

You could always ask for more leads because you are not the person that isn’t cold calling.

Emphasize you want to be an even better performer and make them more money. Show them why it’s a smart choice to bet on you.

Kosta_Konfucius

Politicker

0

Sales Rep

2 is a big issue, if they are stealing your leads, you need to include management to let them know what x rep just did. Have you already spoken to your manager about it.
However with 1, aren't you included on the round-robin? So why is it an issue if the new hires get inbounds also?

KuriousKat

Contributor

0

Senior Account Executive

Their answer to 2 is “we’ll toss you a couple extra”

I dislike the idea of people who aren’t hunting getting handouts. Is that wrong of me or make me entitled?

Kosta_Konfucius

Politicker

0

Sales Rep

I mean if the role is supposed to get inbounds, I feel like all reps should receive inbounds then.

KuriousKat

Contributor

0

Senior Account Executive

I would normally agree and have supported that in previous roles. current role has me thinking there needs to be a self-gen quota to qualify for inbound. it’s tough to see an AE have 3 demos on their calendar and make less than 20 calls in a week

Kosta_Konfucius

Politicker

1

Sales Rep

I feel like if a rep is efficient and has a great close % with a higher revenue per deal and can hit quota without making cold calls, then that shows how good of a closer they are.

If they are missing quota and not making calls, then they will be PIP'd

kindagoodae

Executive

0

Account Executive

So #2 I have done this and it has happened to me a couple times. Problem on our end is our SFDC sucks and their are a million duplicate accounts and occasionally I will call on an account that has a deal being worked or they are a current customer. Communication is key with the reps. If they are dumb, alert your manager. If your manager knows, then I'd start looking.
Could be an honest mistake, but talking with the reps will confirm that either way.

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