LaLaLand

account manager

Team was divided by market segment

My team was divided by SMB and Enterprise.. it used to be based off of states. Half are SMB and half are now enterprise. Both quotas (monthly) remained the same. I pulled some SFDC reports and nobody has closed the amount of revenue for SMB in one quarter, yet they are asking SMB to close it one month. One deal for enterprise is essentially 12 deals in SMB.

Is this a red flag? I raised my concerns and was essentially told "thank you for sharing, we believe in you!"

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Sunbunny31

Politicker

Sr Sales Executive 🐰

They're expecting SMB sales to have a much shorter cycle than Enterprise. So tell me: what is the sales cycle for SMB vs Enterprise? What differentiates Enterprise from SMB?

And you probably won't know the answer to this: why is Enterprise quota monthly?

Kosta_Konfucius

Politicker

Sales Rep

No one has sold anything in SMB and Enterprise? Is it because the product doesnt make sense for smb?

Like whats the feedback on why its wrong to have smb and enterprise?

TennisandSales

Politicker

Head Of Sales

"thanks for sharing we belive in you" hahahah love it.

it might be a red flag, but this is very common to have teams split up like this.

im confused on how they want to have monthly quota's for ENT deals....that doesnt seem to make much sense.

Maximas

Tycoon

Senior Sales Executive

The response tells me that they already know it's kinda hard to be done,just do your best and even if you didn't nail it,the message you sent em was really essential for em next time to get a more reasonable quota!

Diablo

Politicker

Sr. AE

It’s looks like a product for mass. Are you getting inbound leads or sourcing them? If there are no sales it’s a red flag for sure.

CuriousFox

WR Officer

🦊

Ooooh this is a fantastic question Diablo.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

If no one is hitting quota, it should be adjusted. Generally SMB has a smaller quota than MM which has a smaller quota than Ent. This SHOULD be brought up and I’m guessing it will be rectified in the coming quarters. Otherwise, you need to find an out if you aren’t Enterprise.

ASalesCoach

National Director of Sales

i was part of the change that pushed for this at my company. we made this change almost a year ago. we also asked our sellers to pick an industry to focus on. why? it accomplishes a couple goals:
- we gain knowledge of the industry that to a higher level make us more relevant to our customer and partners
- we decrease the amount of sellers at our partners as we are only focused on a portion of them
- we get better within the space we are have more same size / same industry stories to share with our prospects and customers.
since making this change, we are starting to see really value in the change. I am both a coach and seller and last year while running a team of 8 sellers, I outsold the #2 seller by $4M. I do not sell into enterprise. I sell into small and mid market.
play both the volume game and land and expand if possible.

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LaLaLand

Team was divided by market segment

8 comments

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