Should I lie about hitting quotas on interviews?

I see things like these job post where they want:

  • Top 1% in the team
  • Consistently hit and exceed quotas


They would have no idea if I lied about that right?


OR


Should I just be straight up and tell them Hey I might not be the top player in the team but I have hit and exceeded quote in Q2 and Q3

  • Grit
  • coachable
  • hungry
  • always learning
  • blah blah blah


Im specifically aiming for AE roles.


Thank you in advance my fellow WR!!!

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77
Oboy77
Arsonist
33
Workspace Consultant
IMO never. I think character should go further than anything. If a company does not feel the same, then run.
JustGonnaSendIt
Politicker
17
Burn Towns, Get Money
This exactly. 

It's all about how you tell the story, not the exact numbers. Every rep has ups and downs because so much is actually out of our control (such as a pandemic...).

Plus, no need to set unrealistic expectations for yourself so early in the process.

Interviews should focus on how you execute the job and what you plan to do in the future to generate value for the new employer, not a series of war stories and KPI conversations. Sure, you need to talk about how you've handled big wins and losses, but the balance of the conversation should be about what you'll do once you land in the new role, not what you've done historically.

If the company wants to hire nothing but top 1% reps, they're setting themselves up for attrition anyway. Who wants to go from being top dog to being in 5th place? There's only one 1st place regardless of the skillset of all the reps on the team. Sounds like a rough culture to me.
Thesamiam13x
Celebrated Contributor
3
Sales
@JustGonnaSendIt Great post as always!

Yea I for sure dont want to get into a situation where the expectations are too unrealistic which is why I do tell the truth. 

I guess I was just wondering what people do when they see job post like that, unless they are at the top and have nothing to lie about it. 

But again back to what you said about companies hiring nothing but top 1% reps, do you think there are companies like that or are they just trying to get the best of the best regardless if they are top 1%?
JustGonnaSendIt
Politicker
3
Burn Towns, Get Money
You're welcome! Thank you!

Honestly I think most companies have a disconnect between what goes into the job description and what they actually want.

The vast majority of sales leaders I know hire more on character than anything else. Although they do have these big bluster job req's out thre filtering for the pansies.

It takes a certain type of person to look at the requirement and think... I can do that! Even if they're not quite what the requirement is asking for.

I would say if you meet 70% - 80% of the requirements, apply anyway. What's the worst that could happen? You don't get called back? You have a bad interview?

As someone that's done 1000's of interviews from both sides of the table and gotten 100's of people jobs in my career, it's incredibly rare for someone to meet EVERY SINGLE REQUIREMENT on a job ad. Most of the time it's a culture / mindset / character fit more than an explicit resume match.

In fact, some of the best hires I've seen happen (both as candidates I positioned and folks I interviewed to bring in to my team) were edge cases where the leadership had a very close margin on the go/no-go vote due to a disconnect between requirements and resume, but had an amazing interview experience.
Thesamiam13x
Celebrated Contributor
0
Sales
Ha "pansies"

For the most part I do match most for the requirements but when I see stuff like "top 1%" "exceeding quota", that's usually holding me back a little since I feel they want the best of the best. 

Plus the other issue I have when I see that is my experience, I have only been in an inside sales role for about 1.5 months, previously was a BDR before I was promoted. 
GoBlue
Old School Bravo
1
National Account manager
Spot on. The company has to believe too. It is a relationship built on trust.
CuriousFox
WR Officer
10
🦊
Transparency first.

Lies are too hard to keep up with. Why would you want to put yourself in that position?
uncorpse
Politicker
4
Sales Development
Transparency 100%, feels better to walk out without any guilt. 
Kiona
Opinionated
2
Head of Business Development
1000% someone will find out you're full of it "between us" never stays there. Do yourself a solid and live solid. There is enough stress in sales, dont self induce it. 
Thesamiam13x
Celebrated Contributor
0
Sales
Yes, transparency is the way to go. I just have thoughts in my head since I really want to get out.
sales4lyf
Politicker
8
Business Development Manager
I think it's always easy to lie and make yourself seem amazing, but if you get the job they will be expecting you to replicate these achievements and more, if you don't hit those expectations it won't look good. Best thing to do is definitely hone in on your big wins i.e biggest deal, quickest win, your process, biggest name client etc 
Thesamiam13x
Celebrated Contributor
2
Sales
That is true, i guess I was hoping I could just meet those expectations when I get in lol.
RedLightning
Politicker
7
Mid-Market AE
If you were the top 1% anywhere, you probably wouldn't want to leave
Thesamiam13x
Celebrated Contributor
4
Sales
Unless you dont get paid very well. 
JC10X
Politicker
1
Senior Sales Manager
facts!
ThomasRCallahanIII
Politicker
4
Enterprise Account Executive
Not a top performer myself so I embellish my numbers to get past the initial recruiter screen - they're not going to be able to verify - this does not mean I say I was constant 100%+ YoY overachiever. What has carried me through to offers though is I don't lie on how I manage deals & pipeline, build champions, sell value, and align to their culture.
Thesamiam13x
Celebrated Contributor
0
Sales
That makes sense, recruiter just go base off of whats on paper and not character, unless they are a good recruiter.
OraclesBitterRedPill
Executive
4
Application Sales Manager, Enterprise Accounts
I mean... if we're being real here, I'd imagine everyone in this chat who is saying "don't do it" has at least embellished to one degree or another... that said, it certainly doesn't mean you should. You're better off being straight with an interviewer, outlining some wins, doing the same with a loss or two and leave it at that. I'll tell a recruiter my quota number, and that I closed X deals at an average of Y per deal and let them figure it out. As long as you can share a track record of retiring that albatross we all start the year with, you'll be aight. The worst is the ChrisChris bro who claims to have crushed at between 125%-150% of plan every. single. year. for the last however long... bro, if you were who you claimed to be you wouldn't be trying to impress me on this interview right now!
Thesamiam13x
Celebrated Contributor
1
Sales
Yea Im always honest telling about my experience with them. I will have to bring up my wins more often. 
Kinonez
Celebrated Contributor
3
War Room Enthusiast
I would go for honesty, treat the company as you would want them to reat you, this goes both ways!
Thesamiam13x
Celebrated Contributor
2
Sales
True, wonder how would a company with top 1% reps get treated lol
Kinonez
Celebrated Contributor
1
War Room Enthusiast
Like every other company!
Thesamiam13x
Celebrated Contributor
1
Sales
Good then I assume lol. Unless its a cutthroat culture.
Kinonez
Celebrated Contributor
1
War Room Enthusiast
Hahaha let’s hope not! 
Sgt_Trollingham
Valued Contributor
3
Business Development Director
Talk about it from an improvement perspective. Tell them how you improved, what you identified as weaknesses, and what that meant for your numbers. Example: In Q1 I was at 60%, I worked with my manager to improve xyz, this lead to an increase of 15%... etc. etc. etc.



Show them what you said. You are coachable and determined. 



Nobody hits quote 100% of the time, unless the targets are too easy. Sales isn't easy... at least I have never been at a company where the products/services just fly off the shelves. If that were the case, the company would just need marketing and customer service. 


Thesamiam13x
Celebrated Contributor
1
Sales
Ha yea that is true, thanks for the tip!
Sgt_Trollingham
Valued Contributor
2
Business Development Director
I've met hundreds of reps in my career, and I will always choose the worse performer with the right attitude and mindset, than the high performer who is toxic and not coachable. 

I'm sure some managers will disagree and numbers rule the world of sales, but to me coachability is an indicator of future success. The bar now might be 1M in sales per year from the top performer who won't learn anything new, but the coachable rep who is at 600k now, might triple that number with the right training and mindset.
Thesamiam13x
Celebrated Contributor
1
Sales
I need to find a manager like you! lol
Sgt_Trollingham
Valued Contributor
2
Business Development Director
I'm hiring in the next few months, so if they ever introduce DM's on here, reach out. 
Thesamiam13x
Celebrated Contributor
1
Sales
Great! Lets hope they do and now you would be getting lots of DMs for mentioning it lol
UrAssIsSaaS
Arsonist
3
SaaS Eater
From a hiring perspective I could care less if the candidate was actually top 1% of their "team" Too many unknown variables there (team size, tenure, quota expectations, product, etc etc etc) 


What I care way more about is your ability to speak to your process, think on your feet, communication skills, confidence, delivery. All of those will tell me if you are a top performing rep or not. Not some arbitrary 1% number thrown out by a hiring manager. 

And if you're letting those requirements deter you from applying to a role you are interested in, apply anyway. No company worth its salt is only passing resumes with top 1% highlighted. 
Thesamiam13x
Celebrated Contributor
1
Sales
Thats true, maybe majority of manager feel the same or so I would hope lol
Incognito
WR Officer
2
Master of Disaster
I ALWAYS repeat this mantra often;

"underpromise and overdeliver" 
Thesamiam13x
Celebrated Contributor
0
Sales
I do like to underpromise and then surprise them by overdelivering. 
InQ5WeTrust
Arsonist
2
No marketing, mayo isn't an MQL
No reason to lie - if you can tell your story, analyse your numbers and tell what improvements needed to be made then you'll get just as far. 

Lotta leaders out there that respect reps for being able to take an L and then use that as a driving force. 
Thesamiam13x
Celebrated Contributor
0
Sales
Yea seems like there are more decent leaders than bad ones lol
NotInterested
Catalyst
2
Business Development Manager
Honesty is always the best policy. Of course in job postings they are going to ask for the top 1%, but seems rather unrealistic. Typically, the top 1% of sales people aren't leaving their current position... So just be honest, hype yourself of course, but don't set the bar so high that you can't attain it. 
Thesamiam13x
Celebrated Contributor
0
Sales
It does seem unrealistic but I see many posts like that which turns me off. 
SADNES5
Politicker
2
down voters are marketing spies
I just puked at their example and your example. 

Tell them what you want. 

I want to work here because from your vision and values, I am a good fit. Give me the 3/6/18 month probation to show you I deliver results, and be a value add to the team once the training wheels are off. You can see from my resume that I am a high performer who is adaptable to new methods yadda yadda yadda.

Don't do that "when can I start" bullshit. I'll throw your resume in the trash for not knowing how to close properly at that point. 

I know the detractors will say "but but but, you're asking for the sale by doing that"

read the room, it's a fucking 99% panel interview. 1-1 sure, shoot your shot. Deborent from HR and Quaitlen from Marketing don't have staffing authority because you cracked a joke. 
Thesamiam13x
Celebrated Contributor
1
Sales
Alright man lol
Prunetracey
Fire Starter
2
VP Growth
Be honest. As a hiring manager, you can always (usually) tell when someone is lying about their previous quota performance because they can rarely go into specifics about it. 
ie. If an interviewee told me about the last four quarters and how they were at 150% each time blah blah blah, I'd usually ask them
"Which quarter had the highest average deal size and how did that fluctuate through the year?"
"What was your win rate in Q4 compared to Q2? Did we observe any seasonality?"
"Which quarter did we see the shortest sales cycle and how did that compare to that quarter from the previous year?"

As a hiring manager I'd be much more interested in/have follow up questions about option 2 in your post.
Thesamiam13x
Celebrated Contributor
0
Sales
Good to know, i would suck at answering those questions as I havent been an AE long enough to have the data lol
Justatitle
Big Shot
1
Account Executive
I wouldn’t, the thing about the truth is you never have to remember a lie 
Thesamiam13x
Celebrated Contributor
0
Sales
Yea im not going to.
Big_Building_Energy
Executive
0
Sales
If you tell the truth, you don't have to remember anything  - Mark Twain
DrunkenArt
Politicker
1
Sales Representative
I wouldn't lie about something that can be proven by #'s. The last thing you want is to start a job where they have expectations of you hitting certain KPIs and you fall short. It's a quick way to get on a PIP plan
Thesamiam13x
Celebrated Contributor
0
Sales
Never been on a PIP and not planning to lol
someoneinsales
Tycoon
1
Director of Sales
Would you lie to a prospect about features and functionality your solution is missing? No tell them its on the Roadmap. 
Thesamiam13x
Celebrated Contributor
0
Sales
That is true, but would a top company that hires 1% reps want you then?
someoneinsales
Tycoon
1
Director of Sales
Every company wants to hire the top 1% of reps. It is easy to say what you did well in the past to become a top performer and show you align to the top 1%, but what will really separate you from the rest is walking the hiring manager through how you will be the top performer at the company you are interviewing for. 

For example, if I am interviewing somewhere I usually say I have been successful in my past role, however to ensure I will be a top performer at your company I plan to x, y & z in my first 30 days to set a great foundation for me to become a top performer. 

As someone who has interviewed a lot of people, the ones who stand out the most arent bragging about what they have accomplished, but what they plan to accomplish on my team and how they plan to put those goals into action. 
Thesamiam13x
Celebrated Contributor
0
Sales
Great advice, thank you!

Now I need to think of a realistic plan that I can bring to the table.
Ozz
Politicker
1
Account Executive
Don't lie - it will catch up to you. 
Thesamiam13x
Celebrated Contributor
0
Sales
Yea im not going to lie.
inboundsalesrep
Politicker
1
SDR
If you lie you better just be ready to back it up 
Thesamiam13x
Celebrated Contributor
1
Sales
Thats what I was thinking lol
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Generally they want to see that you know your numbers and you can adapt to meet your goals. So its:
1) writing your resume to frame this, but not lying about "being top 1%" or "top rep" 
2) stick to your actual attainment, or if that is poor try to focus on better metrics or perhaps state your overall sales.

For everyone else, I might be wrong to say to do that, but from my experience it has worked well. I focus more on the growth over time and when I'm actually in the interview I can elaborate on those experiences and my sales process.

People are not perfect, and if they are a company that drinks the koolaide and only wants TOP 1%, then everyone who goes there is about to take a step down. 

For me it's about being somewhere with a positive culture, understanding that life is about growth and adaptation where you are not just a number. 

That's why interviews are 50/50 them vetting you and you vetting them.

Thesamiam13x
Celebrated Contributor
0
Sales
True, maybe those companies dont have the best culture. 
youKNOW
Politicker
1
Sales Manager
If you throw out a lie like "hit quota..."top producer" etc etc...it may help you get the job. But usually somehow someone on the sales team will find out that you came in with those claims, even if you weren't bragging. And when the sales team finds out you're full of sh*t...not a fun place to work for much longer.
Thesamiam13x
Celebrated Contributor
0
Sales
Yea I was hoping I would do fine when I join lol
HappyGilmore
Politicker
1
Account Executive
IMO, it's better to tell the truth rather than buffer the numbers and have that bite you in the ass later on. I think you're better off telling them about grit/coachable/etc.
Thesamiam13x
Celebrated Contributor
1
Sales
Yea that is what I will do until I find a manager that likes that quality.
batman
Good Citizen
1
Account Executive
It's difficult to live a lie. Be honest, you'll get further. 
Thesamiam13x
Celebrated Contributor
0
Sales
Yea it sure is. 
JC10X
Politicker
1
Senior Sales Manager
your take is great, that should do the trick!
Thesamiam13x
Celebrated Contributor
0
Sales
Thanks, I will keep applying.
Rontara
Good Citizen
1
Enterprise AE
Never Lie.  Not worth it.  Never.  Never Never
Thesamiam13x
Celebrated Contributor
0
Sales
Yea i wont
CPfor3
Opinionated
1
Business Development Representative
I've always found lies will catch up with you and screw you at some point. During interviewers just act as a coach talking about your star player (also you). Highlight what you do best what you're eager to learn and that you're always looking for advice to better yourself. That usually is all I've needed to say with interviewers
Thesamiam13x
Celebrated Contributor
0
Sales
Yea thats how I usually go at it, I suppose those types of companies might just turn me down since I am not that top 1%
plssircanigetanotherpo
Executive
1
IC
You're a salesperson, just have a good story on why you missed your number. Don't lie coz lying is bad and lies will come and haunt you down the line, especially if your former colleague (mgr) joins your new company and tells the truth about you. 
Thesamiam13x
Celebrated Contributor
0
Sales
Yea you are right about that, good thing I am not doing bad though lol
FarmingU
Politicker
1
Account Manager
prefer honesty. like we say in spanish, is easier to catch a liar than a lame one
Thesamiam13x
Celebrated Contributor
0
Sales
Lol
SharkTank
Opinionated
1
Branch Director
Treat every interview as if they know your boss, chances are they may. Back door references happen all the time, even after you quit. Shady? Sure. If you lied in the interview though, you had it comin
Thesamiam13x
Celebrated Contributor
0
Sales
Ha yea thats true. 
CPfor3
Opinionated
1
Business Development Representative
If it makes or breaks you losing your job and you feel you can bounce back from it after a slow week, month, quarter, etc. then what do you have to lose ya know? Almost any other circumstances I would say no as I feel it goes much further being honest and working hard rather than lying about false numbers. Almost certain to get canned
Thesamiam13x
Celebrated Contributor
0
Sales
True that!
10

At What Point Should You Get Concerned with Quota Attainment in a Sales Org?

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6

How many people actually hit their Quota??

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Do you always hit your quota?
30% Hell Yeah I do. I'm a Sales OG!!
60% Most of the time I do.
10% I'm about to be put on a PIP. Is Marketing Hiring??
90 people voted
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