Stevelee90

Account Executive

Preparing for a change.

Hi team, hope everyone is well.

I've got a question for the community about being successful in your role but then running through a dry patch and considering change.

My first year in my role I closed 14 deals, all commercial sized accounts but not without their complexity and a couple of larger SMB deals which got me off to a great start. My second year I built on that and focussed on SMB and small enterprise and closed around 80% of my number with a few slippages which I was disappointed in but, I am by no means a finished article as a seller so I took a lot from the learnings which was great.

This year has been a struggle, first 6 months I haven't sold a bean, lost 2 large deals after being blindsided by IT and customers applying spending freezes. I am trying not to feel hard done by but much more experienced sellers have said it as a tough track I've been on so head up and keep going. I am now heading into the final 2 quarters and still don't have a great deal of closable business on my plate and some huge deals that could blow my number out the water but low percentages of winning.

First thing to point out, the business I work for could rewrite the book on redundancies, and second the region I work in is some what immature from a partner perspective compared to the rest of the world. Thirdly, I enjoy working for my boss, I am learning a lot but being overloaded with multiple large enterprise deals that consume all my time and don't give me enough time to spend on the detail of them all, so I feel as though I am going through the motions with no real effect.

I suppose my post is about self-worth and whether there are some stories out there about people going from successful to tough patches and back to successful off the back of a change of company in the same sector. I have this dreaded feeling of failure and guilt but I also am here to earn money which I am currently not doing.

What are your thoughts and stories, appreciate any and all advice.

🚀 Career Goals

11

22 comments

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Pachacuti

Politicker

9

They call me Daddy, Sales Daddy

First off, sales is cyclical. You’re going to have good and bad months, quarters, and years. No one “kills it” every day of the year.

But you have a bigger problem. You have tied your personal self worth to your job. That’s a big no-no. You are NOT your job. Jobs come and go. Your company could decide they need someone fresh in your job tomorrow - then what?

You need to identify with something outside your work. Or find work which is more aligned with you as a person.

Good luck!

SaaSsy

Politicker

5

AE

Great advice, it’s so hard to detach your talent and work ethic from outcomes.

Stevelee90

Contributor

4

Account Executive

That’s top quality advice, thanks, Pachacuti.

jefe

Arsonist

4

🍁

Damn, @Pachacuti really earning that tagline.
Dropping some wisdom.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Thanks :) I try.

Filth

Politicker

7

Live Filthy or Die Clean

The comments have already used the clichés of cyclical, ebbs & flows, and peaks & valleys so the only thing I'll add is:
If you like where you work and who you work with - keep putting in the time and effort and things will work out. Maybe not the way you imagine it, but in general building those relationships in your org and continuing to learn and grow professionally will pay off.
Find a hobby - watch birds or play softball or just drink and watch the game at the same bar so you get to know everyone. Step back and maybe take a long weekend and realize this is a job and we work to get money to LIVE, not live to work.
You'll be fine - keep the metrics and communication up professionally and take care of yourself personally, health days and complete off the grid and go hang with friends/family. If you take steps and nothing seems to work, talk to your doctor and maybe a therapist about work thoughts eclipsing other aspects of your life.
You've proven you can do this, embrace the suck find the laughs and clock out at 5.

CuriousFox

WR Officer

8

🦊

Or, hear me out, drink AND watch birds

Filth

Politicker

3

Live Filthy or Die Clean

Yeah I'm not saying any options are mutually exclusive @CuriousFox always has the right ideas.

SaaSsy

Politicker

5

AE

Yes! Who you work with, and for, can be much more valuable than anything else, including money.

DataCorrupter

Politicker

2

Account Executive

I agree, BIGLY.

SaaSsy

Politicker

2

AE

YUGE

SaaSguy

Tycoon

4

Account Executive

Ebbs and flows - I would continue to follow your process and work on your skills. Sounds like this is your first downturn in business, which makes sense given the economic headwinds, try and stick it out a bit longer if just a whole ago you were crushing it.

Stevelee90

Contributor

0

Account Executive

Appreciate it SaaS

Revenue_Rambo

Politicker

3

Director, Revenue Enablement

Ever read Moby Dick?

Ahab went insane chasing the whale. Your starting down a similar path trying to bag bigger and bigger deals. Chasing the whale is fun and can mean a massive payday, but you can’t survive on that alone.

Small deals will literally keep the lights on and put food on your table.

It’s ok to chase the whale, but don’t take your eye off the smaller deals that help you keep money coming in.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Others have mentioned that sales is cyclical. I'll just add that enterprise/large deals simply take longer. They require a good deal of patience. If you're able to also have a mix of small/large companies and deals, as can be possible at smaller companies, try to do that. You'll get the ones that show more tangible progress and close quicker mixed in with the large, slower moving deals.
Also, last year leading into this one has been a cautious year for many enterprises. Many good performers had unusual down years. Perseverance is your friend.
And others have also mentioned to not connect your self worth to sales outcomes. If you can decouple your process from the outcome and take care of yourself, you'll be in a better place mentally when the inevitable downturns happen.
Overall, it sounds like you're making fine progress and doing very well - willing to learn and listen and improve. Congratulations!

GDO

Politicker

3

BDM

I think rough patches are normal. However, every rough patch I had I moved companies. So I’m certainly not the right person to have an opinion here

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

Of course you are - you just have a different approach. Has it worked out for you?

GDO

Politicker

3

BDM

Until now it has worked out really well!

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

Then you do you. It works!

Beans

Big Shot

2

Enterprise Account Executive

This gig is pure peaks and valleys, you need to be able to disconnect and understand that doing the right things will eventually lead to more business.
Find an out let for your stress, exercise, meditation, cooking etc. It'll change your mindset.

Stevelee90

Contributor

2

Account Executive

Thanks, Beans. I feel this is probably a good start for me as it all becomes very consuming.

Beans

Big Shot

2

Enterprise Account Executive

We've all been there, especially in market downturns. Those deals where you were blindsided by IT, what was the catalyst, is there anything that could've been done differently, if so what were they and how can you apply that to future deals. Big fan of you win or you learn type mentality.

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