LambyCorn

A mfkn E

Valued Contributor

Ramping on my first ever AE role

Greetings warriors!

So I started my first ever AE role this September, production started October.

Haven't closed a lot of deals or built a lot of pipeline yet, but I have closed some deals. I have a territory of 350 emerging accounts that are current clients, my goal is to upsell them and I commission on the ARR variance (commission is extremely low, 2.5% for SaaS) but oh well, at least it gets me the experience needed to move on to a better role down the line.

We are about to take a MASSIVE hit, as this month a new policy rolled out where basically 95% of our sales are automated and sales reps can't work them.. We sell licenses for our SaaS tool, emerging is 95% upselling from pro to business and 5% business to enterprise. Now, sales reps can only process sales from business to enterprise. (sounds like lay offs coming next quarter for the emerging team, which is about 100 reps)

I have to work more on understanding the product in and out, and learning on using the tools. I have always worked with just 2 tools or so in my previous roles, here we have an arsenal of about 15

Frankly, I have not done as much as I could have. Im behind the wheel but reaching the metrics (I cant over perform and go ham or else I'll smoke my territory within a couple of months so... gotta stretch those accounts out, we can't get more until 12 months so there is that to have in mind)

Anyways, if you have any questions or tips, throw them my way!!

Much love <3

🎈 Mentorship

10

17 comments

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Kosta_Konfucius

Politicker

8

Sales Rep

Update that resume if layoffs are coming, learn what you can and work hard to learn your sales style

jefe

Arsonist

3

🍁

Unfortunate truth right here

LambyCorn

Arsonist

1

A mfkn E

learn my sales style.. interesting, I never heard/ thought of that

LambyCorn

Arsonist

1

A mfkn E

sorry but can you give me an example of a sales style? do you mean like, charming, aggressive, or what do you mean by that?

antiASKHOLE

Tycoon

4

Bravado's Resident Asshole

just find what works best for you. Most likely it will be a hodge-podge of tactics that you will mold to fit your personality and understanding.

lowhangersalesbanger

Executive

3

Director of Sales

Just copy whatever Grant Cardone does or says 100%

Just kidding. Your sales style is just like finding your voice. What you say and how you say it.

oldcloser

Arsonist

2

💀

Totally that.☝️ Also, run for the hills. Sounds like a nasty squeeze is coming. Welcome to sales in 2023

Revenue_Rambo

Politicker

4

Director, Revenue Enablement

Don't worry about burning through your territory. Convert anything everything you can. Make your lack of accounts a business problem and not a you problem.
If they are going to lay off a bunch of people get out and show why you should stay, and why all those unowned accounts should land with you.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

^^^ Absolutely. Tomorrow is NEVER guaranteed in sales. Close like a beast. These are supremely wise words.

braintank

Politicker

4

Enterprise Account Executive

Burn that shit to the ground!!!!

CuriousFox

WR Officer

2

🦊

TO THE GROUND 🔥🔥🔥

GDO

Politicker

1

BDM

that's great!!

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

First off - sharpen the resume. And your role sounds more AM than AE. That said....

With only 350 accounts, you should be CALLING all of them. And then scheduling detailed reviews. Majority of your time should be taken up with discussions with the clients on how to best utilize what they have purchased and then when they ask questions, upsell them. Focus on their satisfaction with their current purchase over purely upselling them

Not sure what you mean but "tools" though. Do you mean Products?

SoccerandSales

Big Shot

2

Account Executive

I would start putting out feelers in the job market if you feel like you could be affected by a layoff. If you want to continue to grow in the current role, I would look to shadow a long tenured rep that is performing well to try and identify gaps you might be missing

Justatitle

Big Shot

2

Account Executive

land grab, close what you can, keep the paycheck rolling

saaskicker

Celebrated Contributor

1

Enterprise AE

I would rip through your territory before this automation rolls out - seems low risk to me. adding seats is a yes/no/follow up in X months game. find your yes accounts and throw some discounts at your follow up in X months accounts to get them over the line sooner.

1

Sales rep

congratz bro

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