bitchbetterhavemymoney

Director of Channel Sales

Quota and Holiday Blues?

Welp, my team is at 19% for the quarter. As a sales leader, I feel like I've failed them. Morale is low, and I'm not sure how to remotely make things better before the holidays. It just sucks.

What has a sales leader done for you that you really appreciated in tough times? When The Powers That Be set unreasonable quotas that are nowhere in reach?

🤠 Culture

🏋️‍♀️ Leadership

😒 Quota

15 comments

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Kosta_Konfucius

Politicker

Sales Rep

Not a manager, but in a reps' seat, here are my thoughts.

When the team/rep is below its number, a way to help with morale is not having the constant reminder of missing quota, but a focus of what is in the pipeline.

With the CRM dashboard, org emails, 1:1s, and team meetings; everyone knows exactly where they are at numbers wise. Most reps don't need to be told "We are at 81% and missing X amount from our goal." numerous times a week

SaaSsy

Politicker

Yes! When the entire team feels demoralized, stop pounding into their heads they suck - I seriously questions how so many leaders got to their levels when they have no EQ at all...

SaaSsy

Politicker

First, thank you for recognizing there's a larger problem and letting your team know you're also responsible. I think reps appreciate 1. feeling like their leader has their back and 2. succeeding together also means failing together. Focus on what can get closed, help them get creative and be realistic about what Q1 and Q2 will look like. Have good stories from a few reps that are making magic happen? Celebrate, help others implement strategies, etc.

Gasty

Notable Contributor

War Room Community Manager

☝️

TennisandSales

Politicker

Head Of Sales

damn this is rough.

in my experience, when I had shitty quarters (especially at the end of the year) when my boss sat me down and let me know they appreciate the effort ive been putting in, reminded me of the wins ive had, and looked at what is to come, has been really helpful.

Just to know my boss doesnt hate me and wants me fired was a nice positive boost haha.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Found some things for quick wins to help morale

punishedlad

Tycoon

Business Development Team Lead

I really appreciate when my leaders have been real with us as a team. Communicating everything you relayed here to them would be a good start. Everyone loves to commiserate when the circumstances call for it.

Buying everyone a beer wouldn't hurt either.

Sunbunny31

Politicker

Sr Sales Executive 🐰

The best thing a sales manager has done in a tough year: took an improbable deal I had and championed it internally, helped remove obstacles, and built an executive relationship with our key decision maker that brought the deal in.

In addition to that, for the entire team: she really helped us focus on our pipeline; helped with hygiene and flushing out anything that was unlikely, and worked with us to build out ways to engage the rest.

Diablo

Politicker

Sr. AE

We know last quarter is always rough so we plan in advance. I sit with my manager, discuss all the pending deals, include him in my emails, strategize how can we pull in some deals, make him a bad cop sometimes etc.

activity

Politicker

VP, Business Development

Do you have the option to visit them all in person and grab a drink?

CuriousFox

WR Officer

🦊

I sure could use a drink. Long day.

bitchbetterhavemymoney

Opinionated

Director of Channel Sales

I don't, but I am trying to get creative on some nice EOY/holiday gifts for them. Maybe some high-end bourbon, for sure.

BlueJays2591

Politicker

Federal Business Dev Director

This time of year always sucks. Everyone is on autopilot and no one answers phones or emails. I've hopped on the phones before to help out or implemented spifs that would payout right before Christmas so they get a bit of extra cash before going on break. Seems to have helped in the past

ThatNewAE

Big Shot

Account Executive - Mid enterprise

My team is low too.
I can tell you one thing as a rep myself:

- Understand why they are not hitting the quotas. Is it the market? The economy? The marketing fuckup? holiday season? Understand, but don't scrutinise and criticise.

- There's no motivation in constantly being told that they are underperforming, and that there's so much potential that can be unleashed. Just no.

- Ask them what they need, and provide just that.

GOLFaaS

Politicker

-1

Sales Leader

19% is not a failure it’s the sign you have asked for, it’s time to find something else to do.

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bitchbetterhavemymoney

Quota and Holiday Blues?

15 comments

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