pirate

🦜☠️ Account Executive

Today in the world of opposites my manager said... I should call less

I was presenting my plan on how to tackle my accounts and bring some new logos in. I said I will aim to do 20 or so cold calls per day, 100 cold calls per week. Which I personally don't think is that much for AE and have done more. Chances are that max 5 people pick up if I am lucky. 1-10-100 rule.

My manager told me that maybe 5 calls is a far better amount. I just don't get it. Fair enough I work in an industry where calling is not that effective. But also I don't think that anyone actually calls except reps who do above average.

I've never been in a scenario where I was told this. Have you been told to work less?

📞 Cold Calling

📢 Communication

36 comments

Sort by:

poweredbycaffeine

WR Lieutenant

☕️

5 hyper personalized and researched calls a day may have a higher hit rate. Run your own AB test.

pirate

Big Shot

🦜☠️ Account Executive

Definitely agree PBC! I think though once you research and research, you will be able to increase the numbers of calls as you already know the companies and personas

poweredbycaffeine

WR Lieutenant

☕️

So you agree with your manager?

pirate

Big Shot

🦜☠️ Account Executive

I agree with personalized and researched calls. I agree with testing it first. I disagree with the amount. Sorry, my reply wasn't clear.

HappyGilmore

Politicker

Account Executive

Interesting, would think with 5 calls a day that's limiting yourself to only a couple of accounts max you're calling per day? Seems a bit shortsighted from the manager.

pirate

Big Shot

🦜☠️ Account Executive

I get the quality over quantity. But I'd encourage reps to do more and not less. Or at least giving it a whirl and then changing it of it doesn't wield any success

HappyGilmore

Politicker

Account Executive

Totally, plus with only 5 calls a day (25 a week), how can a rep know what works on the phone vs. what doesn't? A little higher call volume they can figure that out sooner.

pirate

Big Shot

🦜☠️ Account Executive

Yeah exactly! Well I guess I'll do just that in either case :)

Sunbunny31

Politicker

Sr Sales Executive 🐰

Are you Enterprise or Strategic? Less can be more, quality over quantity, but will depend on your territory and targets.
But - if calling doesn't work, bless your manager for scaling back an unrealistic metric.

pirate

Big Shot

🦜☠️ Account Executive

Yes on the other hand it's very nice, it's like we're not sure if X works so we would like to scale it down. I guess my problem is that I think I know better? And honestly... Maybe I don't.
I guess you could call it more strategic yes.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Maybe it just gives you more latitude, rather than just some targets that don't mean much? I don't work for your manager, but I can't imagine that if you do make 10 calls, you'll get in trouble. My suspicion is they're trying to keep everyone from thinking that just rote calling is the goal. Breaking into the accounts is the goal. It's refreshing, tbh.

pirate

Big Shot

🦜☠️ Account Executive

It is refreshing to think of it and I suppose it makes people think outside the box a bit. Ha! Would be actually hilarious if I got in trouble for too many calls.

Sunbunny31

Politicker

Sr Sales Executive 🐰

That would be a first. And a definite badge of honor.
That said, yeah, it's the execs trying to find other ways to penetrate accounts, when calling isn't entirely filling the need. Sometimes you'll need to be very prescriptive while at the same time, creative.

Diablo

Politicker

Sr. AE

It's not that much and you completely agree with it. I think it makes sense for you to continue doing if you think you can get results. I have got other feedback during the coaching i.e. to spend less time per account but to work less naah.

pirate

Big Shot

🦜☠️ Account Executive

Agreed!

BmajoR

Arsonist

Account Executive

Are there consequences for not listening? I'd think as long as you're producing results, then it shouldn't matter. However, if you're calling 20+ people a day with no results then it's time to rethink your strategy.

pirate

Big Shot

🦜☠️ Account Executive

Good point, probably not. I mean I suppose I hit my numbers and it doesn't matter how I hit right.

BmajoR

Arsonist

Account Executive

Revenue hides all sins.

Beans

Big Shot

Enterprise Account Executive

Depends on industry and ICP, if you're niche ensuring you're hitting the right people with the right messaging is key to getting into the accounts.
Otherwise if you're super broad, spray and pray is a solid tactic.

pirate

Big Shot

🦜☠️ Account Executive

True it takes quite a bit of work to get into bigger accounts but I'd also prefer a bit of personalized spray and pray. At least then if you fail, you fail quicker and learn quicker.

SoccerandSales

Big Shot

Account Executive

You could test out both to see what works. Interested in Mr. Manny's background though, were they a rep or just a professional manager?

pirate

Big Shot

🦜☠️ Account Executive

I think different sized accounts take different approaches. And I have a mix of everything. They were a rep

DataCorrupter

Politicker

Account Executive

That's odd. I bet he wouldn't say that in front of his manager.

CuriousFox

WR Officer

🦊

Are you throwing noodles at a wall or is every call planned for each dial?

pirate

Big Shot

🦜☠️ Account Executive

I throw noodles at ceiling only. I do plan the calls or research the persona and the company

AnchorPoint

Politicker

Business Coach

What was his reasoning?

pirate

Big Shot

🦜☠️ Account Executive

That it's not worth the time/effort

Justatitle

Big Shot

Account Executive

It's fine to be told to do a little less, you won't be punished for doing more though.

ventox35

Politicker

Sales Leader

I've done this with my sales teams before. not so much to that extent. they averaged about 60 a day, i said you're not allowed to make more than 20 a day for an entire week.
forces you to ensure every call is productive. forces you to become more targeted, sharper in messaging.
test it out! have fun

pirate

Big Shot

🦜☠️ Account Executive

Nice! Yeah with all the comments I have realized there's a grain of gold in what my manager said

Kosta_Konfucius

Politicker

Sales Rep

Reverse psychology?

pirate

Big Shot

🦜☠️ Account Executive

Well nothing's worked better and I'm slightly annoyed so I make calls

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I never go by the numbers. I go by the result. How many responses. did you receive for the x emails you sent, y calls you made?
Look at that number and derive what you need to do to increase response rate.
Go hyperpersonalisation on some, personalisation on a few others and try hit and try on very few.

pirate

Big Shot

🦜☠️ Account Executive

Good advice, thank you! I just struggle a lot with tools and calculating metrics myself on emails...not worth it

CRAG112

Valued Contributor

Account Executive

Sounds like he wants to PIP you

pirate

Big Shot

🦜☠️ Account Executive

Really why?

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

pirate

Today in the world of opposites my manager said... I should call less

36 comments

Related posts

Manager sent out this article to the team today. Show me the money!

I just became a first time manager today, any advice?

Closed a $60k deal after my manager said we’ve lost this after the two people I was speaking to didn’t feel like introducing us to the CEO until they figured out some technical aspects. It felt so good.