SpiderHam profile picture
SpiderHam profile picture

SpiderHam

Manager, Sales Development

Opinionated
Praised Answer
Good Citizen
+1

What is it like being a rep trying to hit quota while process are being built/changed?

We are in the process of changing a few things here, and I'd love to know from you all some good stories and bad stories about how it's been for you as salespeople during those transitions.


As a manager, what can I do better to make the change as smooth as possible?

2

3 comments

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CadenceCombat
Tycoon
1
Account Executive
You'd have to be more specific about the nature of the processes that are being changed, etc. but all I can say is that it tends to promote frustration as inevitably, some things will not be properly communicated.

So If you can try to preemptively identify opportunities for miscommunication and squash them, that's the best you can do.
DaveFromCollege
Notorious Answer
1
Account Executive
I've unfortunately been in this situation twice. I can only speak for myself/my coworkers, but it may have some value for your situation.

Most important thing: Don't keep them in the dark. 
As a side note: Personally, I don't care about hitting quota, I care about making money. Many of my coworkers are the same way.

The solution that SDR manager/Upper management/SDR agreed on was to keep "quotas" but have them be flexible. We took the average of the team, then made that 100% attainment (SDR's pushed for 80%, upper management was not having it) then take their numbers and divide it by that. That keeps paychecks pretty consistent in uncertain times, which tbh is not going to excite any SDRs, but it also won't piss them off too much. 
MasterPip
Executive
0
AE
Expect growing pains. Nothing worse than when you can tell management is stressed from changes not going well and taking that frustration out on reps. Take responsibility for bumps in the road

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