ThatNewAE

Account Executive - Mid enterprise

Sales org culture: Don't ask, don't talk about deals | Who to ask for help apart from managers?

In the sales org I am in, everyone is pretty conservative with what deals they be working on. They all collectively believe in "Jinxing" so nobody says a word. Everyone says " OH MY MONTH IS BAD" and then be slaying it.

But this has caused me too some discomfort in talking freely about my deals. asking for help or opinions.

Is it the same everywhere amid AEs?

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8 comments

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1nbatopshotfan

Politicker

Sales

That’s weird. Are they hiding deals because people try to poach? Are they hiding because they have poached? What’s the general culture like?

SaaSam

Politicker

Account Executive

There is likely something they are hiding. Probably stealing deals or sandbagging like crazy. I'd assume the latter, especially if upper management has shamed it in the past.

The fact is, if you have a comp plan that essentially encourages sandbagging, it'll happen a lot.

We've all done it. My comp structure essentially encourages it by only comping me on renewals and growth if I've closed x amount in net new logos. What do I do if I know there is a huge renewal coming up? Delay a new deal to close in the same month. I'm not ashamed of it. But mainly because it's unofficially understood and accepted.

Do you have a commission structure that inadvertently encourages sandbagging in an org that greatly discourages it?

jefe

Arsonist

🍁

Not a fan of this type of environment, and it's often the result of something rotten in the organization.

TennisandSales

Politicker

Head Of Sales

thats annoying and kinda toxic.

Its hard to be open about deals because you can feel like ppl will judge you or think you suck if there is a deal thats going sideways.

But talking about your deals is SUPER important and is the only way to really grow.

But you also need to be selective with who you share with. No sense in talking to someone who is super negative all the time.

look at the leaderboard and see who is crushing it.
Then find the ones that dont seem super negative and reach out to them.

or, let the WR help.

CuriousFox

WR Officer

🦊

I talk about them. I simply refuse to celebrate them until I get signed docs in my grubby lil paws.

LordBusiness

Politicker

Chief Revenue Officer

Surprised your leadership allows this type of shit to continue, how do they forecast the business with this type of limited knowledge?

Gasty

Notable Contributor

War Room Community Manager

Yep! Your leadership is the problem. Not hearing this for the first time though. I'd put this in one of those anonymous suggestions type of thingy which orgs do once a month or so.

The_Sales_Badger

Notorious Answer

Account Executive

That's sketch af.

I find it incredibly odd that the salespeople don't want to talk about their deals. A majority of the ones I meet can't wait to go through the agonizing details of their victories.

Have you not connected with your peers yet? I mean, they had to learn somewhere, right?

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ThatNewAE

Sales org culture: Don't ask, don't talk about deals | Who to ask for help apart from managers?

8 comments

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