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Sandbagging strategy? (fuck off you do it too)

Nearly all reps at or above quota have done this at some point so I don't wanna hear your moralizing about "optimizing revenue" all you leaders out there. (I'm half kidding. If you have a real practical argument against this go ahead).


I get paid annual and however the hell the equation works, I'll make up the commish over the course of the year. How do you guys go about this if you're at plan for the month quarter?


Put the start date as next month if the prospect doesn't care? Slow walk your follow up?


EDIT: I really do love the back and forth but feel like I need to clarify this. I get paid commission monthly but my revenue target is annual. It's a funky system. We do have accelerators but it doesn't matter if I get the revenue in September or October (other than in the short term). Over the course of the year, if I get a 600k deal in January, 50k each month, or a 600k deal in December, it doesn't matter. My annual payout will be exactly the same. So what I'm referring too is pushing start dates/slow walking things when you're above target at EOM to smooth out the monthly output.


Not a common thing and only in the right scenario, but I don't think it means that you're giving up on next month to build yourself a bit of cushion if possible. Idk guys, I get what you're all saying but I'd still rather have two $50k months than one $75k and one $25k! But I'll be in the minority

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
19
GrizzleMcThornBody
Arsonist
+12
EVP - RevOps
Make an argument for no cap on commission. You're kicking ass, you're creating more revenue for the company, why are they throttling their growth by not aligning their comp plan with your performance?
Fo
FormerStartupJobHopper
Big Shot
+7
AE
I actually am uncapped. I look at it as more so maintaining consistency, so it's more personal preference.ย 

Say I'm at 50k with 50k quota and 25k in serious pipe. I could go for $75k this month and kill it... but then may only land at 25k next month. As we all know sales is what have you done for me lately. I personally would rather have two 50k months and and smooth out the bumps.ย 
GrizzleMcThornBody
Arsonist
+12
EVP - RevOps
ok. maybe someone else can reply cause i dont want to be mean. i love you.
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InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
As our Cinanom flavour papi @GrizzleMcThornBodyย said, make a case for uncapped commission.ย 

If it is capped, then there's just no incentive to push.ย 

As an SDR I'd reduce my call volumes and focus on building out lists or warming up target accounts.ย 

If its the week or two before, then I'd just push meetings back.ย 

Some companies inadvertently incentivise you to game the system.
Fo
FormerStartupJobHopper
Big Shot
+7
AE
Huh, I didn't expect this to be an unpopular take. I'm an AE but I disagree. You don't feel better having two months at 100% rather than one at 150% and one at 50%? It's a hypothetical, but I one million percent do. Obviously not to the extent of blowing deals or telling someone begging to sign "no" lol
Sunbunny31
Politicker
+5
Sales Executive
I guess I see it differently.ย  ย Get the deal when it's in hand so you have time to focus on something else that might come up.ย  ย Nursing something along just means I'm not able to go get something else and maybe be at 150% and then again at 100%.
FeedTheKids
Politicker
+3
Solutions Consultant
My take is - 9/10 sandbagging isn't worth it.ย 

I'd rather close as many deals as possible as quickly as possible.ย 

If your worried you won't hit numbers next month, that's pretty soft - being in sales you gotta have the consistency.ย 

Sometimes if you wait too long to close a deal - they don't close.ย 

When your looking for that next role/bonus you don't wanna say "look I hit quota consistently" you wanna say "look I destroyed quota consistently".ย 

Signed,
A guy who still occasionally sandbags shit deals when he's 30-35% over quota.ย 
Flippinghubs
Opinionated
+7
Account Executive
This guy gets itย 
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
Do you not have accelerators? Donโ€™t show up after you hit your monthly number if you donโ€™t have a chance to boost your income.ย 

Ross Perot famously hit quota at IBM (i think) on like the 3rd day of the year and showed up in shorts to mock the lack of accelerators and commission cap.ย 
AllBiteNoBark
Politicker
+9
Account Executive
10/10 donโ€™t relate. I love me some accelerators so Iโ€™m constantly pushing things through when I can. That being said Iโ€™m not on a monthly quota so I donโ€™t see how this would ever benefit me. If youโ€™re good at your job you close that shit and find another one ๐Ÿคท๐Ÿปโ€โ™‚๏ธ
bareknuckles
Valued Contributor
+4
CEO of my kitchen table
Done this at every capped sales role I've worked at. Set `live/won` in CRM when you want it to drop. Easy peasy lemon squeasy.
Justatitle
Politicker
+11
Mid Market AE
This is why companies need to offer awesome accelerators when over quota to maximize deals. My sandbagging strategy in the past was to just ask if we can start the contract in a week or you just donโ€™t send the docusign conveniently until the next day/beginning of next qโ€ฆ
Kirby
Acclaimed Answer
+6
Sales Representative
If you hit your annual goals I donโ€™t see why monthly or quarterly goals really matter. Fuck trying to look neat. Do whatโ€™s best for your prospect and yourself, but not for arbitrary numbers.
LordBusiness
Politicker
+8
Chief Revenue Officer
I say this pretty regularly, but karma always comes around - especially in sales.ย  At every single point in my career, I work a deal with the goal of getting the yes/no/signature as fast as humanly possible, and when it comes in, I hit "closed won".ย  That's just me though.ย 
Jewcan_Sam81
Politicker
+8
Account Executive
Anyone that:
1) Doesn't sandbag is mindblowing because how do you deal with any kind of executive visibility and maintain peace of mind you lunatic/beautiful unicorn?
2) Says that they don't sandbag is just a liar and a phony
Nj
Njanack
Good Citizen
SDR
No cap on commission is bigย 
Jbeans
Praised Answer
+3
Director of Sales
Nope. Never. Iโ€™m taking those deals down ASAP. Too risky for me to let them hang in the balance.
AnchorPoint
Politicker
+8
Business Coach
Sad that the company still has a comp plan in place that promotes sandbagging.ย ย 
Fi
FinanceEngineer
Opinionated
+3
Channel Sales Director
I have an annual quota and a quarterly quota. We push for getting the quarterly stuff done, but as long as you hit annual, that's all that matters. We get paid commission quarterly, so there is always a push to get things in so we can our money.
14
What is one absolute way to fuck up your chances at a sale prospect?
Question
63
6
Sandbagging?
Discussion
6
Sandbag?
Dd Ae
+40
Dday , ย  AessK , ย  TheOverTaker ย  and 40 people voted
*Voting in this poll no longer yields commission.
7
Fuck forecasting, and fuck people who change their minds.
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9