The douches we have in our job

I'm doing some SalesOps for the company, and one of the AE's simply refuses to update the CRM. Uses their own Excel to manage their entire pipeline, projections, renewals, upsells, etc.


Tried more than 5 times to tell them they hurt our efforts, and instead, they blame me for being obsessed (I have witnesses), offering management to give me some of their accounts and yet- Not updating the CRM.


Advise?

๐Ÿ˜‚ Sales Humor
๐Ÿ™ Mental Wellness
๐Ÿงข Sales Management
18
Diablo
Politicker
8
Sr. AE
What did you tell them 5 times? To start using SF or how difficult itโ€™s getting for you?

Itโ€™s very important to explain them the purpose if you havenโ€™t. I would tell them like - company needs to speak one language and there is a gap here. I would also tell them that some stakeholders were looking at some accounts and they had difficulty understanding because there were no updates. Also, I would make a attempt to tell them how important is to be organized that can help them become better not just in the current company.
SaaSsy
Politicker
4
AE
Yes, always explain the why behind what you're asking. I can't tell you the amount of times other departments want sales to adjust to something and it's pointless and/or doesn't apply to use at all. Is SF organized so it's efficient for the AEs to make updates and such? Ask for their advice on a revamp of account layout, etc. to make that AE's life more efficient than using a spreadsheet. Gotta sell future state to your own sales team lol
Olly
Catalyst
2
Account Exec
Start using SF.
And I like the choice of words. Thing is, they have much more experience than me - On the one hand I don't want to be rude, on the other hand, they're crossing the line and Yes - hurting us as a team
Diablo
Politicker
2
Sr. AE
Itโ€™s about being organized and make everyoneโ€™s life easy. Just let me them know that itโ€™s going to help them and they will thank you in the future.
CuriousFox
WR Officer
5
๐ŸฆŠ
Are you their manager?
Olly
Catalyst
1
Account Exec
Nope, I work in conjunction on some opps.
DungeonsNDemos
Big Shot
5
Rolling 20's all day
Then ultimately it should come down to your manager to enforce that all reps use the same process and update the CRM. If you've tried 5 times, that 2 times more than I would have tried and it's not your problem anymore.
They've made their bed, now let them lie in it.
Olly
Catalyst
2
Account Exec
Totally. Sucks to have people like that in your org, but you're so right.
jefe
Arsonist
4
๐Ÿ
Document your attempts and get their manager involved.

I think it's come to this.
Olly
Catalyst
3
Account Exec
It has come to this. Their manager supports me, but takes that "it is what it is" attitude. As if they're going to bring popcorn and watch
jefe
Arsonist
3
๐Ÿ
Damn, I hope it gets better.
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
It's going to continue until someone at a C level realizes they're not getting the full picture of the company's pipeline and makes it a requirement to maintain the CRM, particularly if your manager is non-confrontational.

Things like this tend to come to a head when times get tough and every cent matters, so things may change pretty quickly.
Olly
Catalyst
1
Account Exec
Yeah but isn't it funny how the people that keep on raising the flag are the ones getting all the fire at them?
Sunbunny31
Politicker
4
Sr Sales Executive ๐Ÿฐ
Who's firing at you? The AE, or senior management? If it's senior management, then the truth can be critical here. "I don't have the right numbers because we are missing 20% of the input."
"Why are you missing the input?"
"well, unfortunately, not all of the reps are yet following your directive to update the CRM"
Olly
Catalyst
1
Account Exec
Senior management does.
But I really like what you wrote down, I'm going to use it. Thanks
TennisandSales
Politicker
2
Head Of Sales
this is a losing battle if you are not their manager. i would go to the manager if you have have tried talking to the AE 5 times.
Olly
Catalyst
3
Account Exec
Unfortunately, our manager tries to avoid conflicts. "It is what is it is" kind of manager.
TennisandSales
Politicker
2
Head Of Sales
damn...then you are shit out of luck if you ask me haha
antiASKHOLE
Tycoon
2
Bravado's Resident Asshole
some people are just stupid. Now let natural selection do it's job
BlueJays2591
Politicker
2
Federal Business Dev Director
Directly to the manager. I wouldn't deal with that. If you have a job to do and someone is making it difficult on you, take it over their head. I've tried to handle situations like this by myself and they turned ugly quick
Olly
Catalyst
1
Account Exec
Yep. It's on a very fast lane to become ugly.
Kosta_Konfucius
Politicker
2
Sales Rep
You most likely are going to need their boss or even director to talk to them. If they are saying No to you after reaching out 5 times, a 6th time wont work.
CKamapguy
Fire Starter
2
Sales Director
I hate people like this! This is about control and dominance. They walk with that XLS if they are fired, these people leave with all the accounts and contacts too. Fact is that, he/she will need to be forced by a senior manager. Sounds like you have a dk on the team and spineless worthless leadership.
Olly
Catalyst
2
Account Exec
100% - You really understood the persona here haha
Arzola
Valued Contributor
2
Business administration
I think the best thing you can do is talk to your supervisor, explain what is happening and request training for everyone. I think that if they understand why it is important and the consequences, you will make them understand and come to their senses.
Olly
Catalyst
1
Account Exec
Thank you. So I actually did set up a training for next week. My guess? They're going to decline the invite :)
punishedlad
Tycoon
1
๐Ÿง™โ€โ™‚๏ธ
I've worked with a super stubborn AE before who also refused to update anything in the CRM. Made our forecasting a headache. He was family friends with the CEO though, so knew he was untouchable.

Infuriating situation.
pirate
Big Shot
1
๐Ÿฆœโ˜ ๏ธ Account Executive
Get your manager and their manager involved. That's what managers are for really. I don't see how it's your problem to deal with them especially when they haven't listened
FinanceEngineer
Politicker
0
Sr Director, sales and partnerships
Updating CRM is just a pain in the ass. Takes a bunch of time and doesnโ€™t create value as an AE
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
Right - but that's not what it's about. Think bigger. At its simplest, the company has to forecast and know what revenue is realistically going to be available to them. Public companies in particular have to report on this frequently, and need to understand the revenue. Private companies need to know if they can make payroll or need to hire more people. Startups need the records to attract funding. All of this is critical information for executives. And it pays the bills and keeps you employed, so it's a necessary evil.
FinanceEngineer
Politicker
0
Sr Director, sales and partnerships
Once again, for AEโ€™s - not their problem. Itโ€™s sales ops. You stating things that will be known based on the actual revenue and deal that are closing based on contract stage.
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
What I'm saying is that those numbers need to be in the CRM in order to be reported on.

I'm not defending cumbersome processes, but understanding that having the basics in the CRM actually is an AE's issue.

I know of AEs who have been terminated over this. That's all.
Olly
Catalyst
2
Account Exec
I agree - But crucial to the company understanding of the pipeline, growth potential, etc.

What's your alternative?
FinanceEngineer
Politicker
0
Sr Director, sales and partnerships
Have the SE or BDR handle it in the beginning. Iโ€™ll just link emails and call it a day.
WhoDey
Opinionated
0
VP of Sales
Mandating the use of a CRM needs to come from the top. If senior management won't intervene here, you're spinning your wheels.
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