bobzauce profile picture
bobzauce profile picture

bobzauce

BDR

Opinionated
Contributor
Fire Starter
+1

Not performing and burnt out - am I making excuses?

Seeking some candid opinions and advice.

Wrapped up my 3rd quarter, 2nd being fully ramped as a BDR in my current role. it has been a grind to say the least and every month is a struggle to hit my number. This is the second month in a row I've fallen short and fear I might be pipped next month. I try to do all the right things - most dials, team player, enablement, build AE relationships etc., but doesn't seem to be getting me anywhere.

Here's how my experience at this company has been - 

- Switched managers 3 weeks in because "headcount" even though the hiring manager is a large reason I took the job. New manager says "I know I didn't hire you but we will get through this together"

- No AE's for first two weeks live with a number, because they haven't started yet. Once they started they weren't ramping until next quarter, so there was not a ton of urgency or help with their accounts because they weren't even sure if they'd keep them. I had 2 AEs still trying to find the bathroom while everyone had 5-6 tenured reps.

- finished ramp quarter very averagely, but did enough to not totally panic

- Started first full number quarter with the same number of AE's as everyone and decent territory. Then for the next 2 months accounts and AE's were juggled around, so it became extremely difficult to build any kind of momentum or pipeline.

- Once the dust has settled with all the territory changes my manage decides to build a "coaching plan", and it was pretty much a pre-pip to help build consistency. In the middle of this he then takes paternity leave. See ya in 12 weeks.

- I end up hitting my number and then for the next 12 weeks my team had no manager, and running it self with adhoc support from the Director

- Manager comes back from paternity leave and I guess since our team hit our numbers while he was gone, he was put on a pip and decided to quit the same week. 

- So now no manager for the last month and once a again wrapping up a very average quarter.

I'm burnt out and frustrated. Feel like I'm doing everything I can but still struggling to perform. I was a top performer at my previous role so it's been taking a tole on me mentally.  

Am I making excuses? what should I do?

I like my company, we've got a lot of clout and exciting trajectory. I don't want to make another lateral move - this is my 3rd BDR gig due to layoffs. 

any feedback good or bad would be appreciated 








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😒 Quota
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20 comments

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Revenue_Rambo
Politicker
7
Director, Revenue Enablement
It’s not you.

A manager comes back from PAT leave and is put on PIP because the team did well without them?!?

That’s some bullshit right there.
Kosta_Konfucius
Politicker
6
Sales Rep
That is such a strange move by the company. You helped create a great team that didnt require hand holding, here is a PIP for your troubles
Revenue_Rambo
Politicker
5
Director, Revenue Enablement
Right.

I’ve always been of the belief that the best leaders build teams that can largely run on their own.

Huge respect for that manager telling them to kick rocks after the PIP.
oldcloser
Arsonist
3
💀
So much this.
oldcloser
Arsonist
5
💀
I was relieved of my last role for a similar. Fixed staff, removed toxicity, got rid of cherry pickers and thieves, hired... wait for it... women, built process, crushed numbers. Removed as a cost saver. They thought they could do it without me. Org is now under 50% where it was left.
You're on the receiving end of knee-jerk panic. As Rambo says, it is not you. Sorry you have to deal with this crap.
CuriousFox
WR Officer
3
🦊
Piss poor management
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Honestly, it sounds like you're doing the very best you can in a very disrupted environment.
Just for your own peace of mind, are there any BDRs who are absolutely nailing it? If so, can you sit in on a morning session and just see what they're saying on their calls to get to that magic "yes" to a meeting? It may be just a bit of a tweak to your messaging that will do the trick. Nothing helps more with burnout than some success, and if you can get some help with this, it could be what helps you control what you can control, which is your own performance.
bobzauce
Opinionated
1
BDR
Yes there are and I have - I constantly seek feedback and mentorship around my messaging but nothing seems to hit
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
If you've been successful in previous roles, then I can't imagine you don't know what you're doing.
Sometimes it's just something in how you say things, or your confidence. I realize you feel a bit beaten up, but maybe a little "fuck it" in your attitude will provide that calling confidence that gets you over this hump. You're like a good hitter in a bit of a slump. Just need that first hit and you're off.
Honestly, I believe in you - you'll have to believe in yourself, but I know you can.
bobzauce
Opinionated
1
BDR
This helps. Thank you
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
You’re welcome. Nothing worse than the head game a bit of a slump can play with your confidence. Honestly, you have this.
Diablo
Politicker
1
Sr. AE
this is crap, my manager was laid off the same day he resumed after his PAT leave. Do you know what plans your company has now as it's already been a month?
bobzauce
Opinionated
0
BDR
“Taking their time to find the right candidate”
BossNotBossy
1
Regional Sales Manager
Have you tried having a skip level meeting? Coming to that meeting prepared to speak to your accomplishments, KPI’s you’re exceeding, examples of putting the “coaching plan” into action and anything else you’re doing that’s above your day to day (mentoring, team lead, cross- functional team inclusion). Be transparent that you see the potential to kick ass here and WANT to be leading that in your territory. Ask for advice and guidance from his/her perspective.
bobzauce
Opinionated
1
BDR
Yeah I meet with my director on a weekly basis. I’m looked at a as a leader in all aspects except monthly quota
DataCorrupter
Politicker
1
Account Executive
From the comments above, it truly sounds like it's not you, you know what you're doing, and actively trying to improve. Not much else you can do.

Sometimes, its just the company being nuts, not you.
lajefa
Good Citizen
1
Enterprise Account Executive
Dude it's definitely NOT you. As someone that just left a company after 6 months, I can tell you that a LOT of these companies don't know their ass from their elbow. Especially a lot of startups.
If they can't keep people that's a red flag. If they keep juggling and shifting territories, that's another. If they don't understand that what they're doing is hurting Sales, and the organization as a whole, there is nothing anyone can do about it and it's likely to get worse.
Never in all my 20 years of being in the workforce have I seen organizations run as horribly as they are in today's SaaS world. Honestly and truly. My position was a Director of Sales role, same issue - high turnover, ridiculous metrics, new to the market, juggling territories, etc.
I know it sucks to hear this but the stress'l kill you. I hate to advise someone to find another gig but that's what ya gotta do, if you want to keep your sanity. Good luck.
bobzauce
Opinionated
0
BDR
Yep got pipped.
RelationshipMaker
Opinionated
0
Head of Sales
It’s tough but sometimes this type of crap happens for a reason. I’ve been there and I get the burnt out feeling.
Network, contact the competition, their suppliers and let them all know that you may be on the market. Best of luck mate.
FoodForSales
Politicker
-1
AE
maybe sales, or at least being an SDR/BDR, isn't for you.

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In what scenario is management making more than AEs?

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Under performing rep with tons of excuses.

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