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Would you tell on an AE who you *know* is cheating?

Hey all 👋


This is the situation: one of the AE's on my team is creating fake deals and closing them.


Context: we receive all our leads inbound, and many of them subscribe without speaking to an AE. We are not allowed to claim these as they are "sales non-touched". To create a deal, we need to have a proper discovery and sales process.


I know this AE is cheating because as a new joiner, whenever I see a deal closed on Slack I check it out on HubSpot to learn. I can see this AE logs fake calls (some are barely 20 seconds long) and his discovery notes are word-for-word the same (copy-pasted)


He is now the #2 best performing rep on the team and will probably be up for a promotion.


Should I bring this up with my manager?

😤 Conflict Resolution
58
CuriousFox
WR Officer
+11
Senior Account Executive
If you can see it, then management will be able too see it as well. Stay in your lane. 
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
Bingo. I think this is the key.
SADNES5
Politicker
+6
Hittin' Dingers
It's all politics, let him die on his hill. Sales people will bend the rules for their benefit, but most won't outright break them like this... 

Probably thinks they are super smart for figuring this out. He will be fired. Bide your time. 
RealPatrickBateman
Politicker
+7
Amateur Butcher
THIS IS THE WAY. #ThatIsAll
ATX_Seller
Opinionated
+3
Cat Herder
100% agree here. Chances are mgmt saw it before you did and is either actively working on putting a stop to it, or they're gathering enough evidence to fire the person.

You worry about what you're doing, and karma will take care of the rest.
SalesOctopus
Opinionated
+3
Enterprise Business Development Representative
I agree, your manager is likely aware of what's going on or soon will be. I'd just focus on how to make myself more successful instead of how to expose his cheating.

Behavior like that always comes back to bite people in the ass, so I'd just standby till it does.
jojo
Catalyst
+3
Account Executive
So true! I will focus on my work instead of spending energy on him.
PawPaw
Opinionated
+2
Business Developmemt Director - Americas
This mindset sounds like telling LeBron James to "shut up and dribble". If this has been happening, then mgmt isn't noticing because there's too many deals for them to be looking at in detail. If you are 1000% confident, why not bring it up?
Gizzeff
Good Citizen
+1
Head of Business Development
Agree. It’s tempting but not the right move. Put yourself in your manager’s position if somebody came to you in that way. Even though they are trying to do the right thing would you really respect them?
jojo
Catalyst
+3
Account Executive
Yeah, you're 100% right. I'm practicing the art of letting that shit go atm 🙏
Wi
Wildcard
Opinionated
+4
Account Executive
Lol, you have way too much trust in management.
GrizzleMcThornBody
Politicker
+7
EVP - RevOps
Tell leadership yeah. This guy is clearly a bad Apple. You’ll want him out of here before he makes things worse for everyone.
GrizzleMcThornBody
Politicker
+7
EVP - RevOps
@Closeitalready bish read
CoorsKing
WR Officer
+11
King of the Coors Knights
I would, I have personally had someone on a past team do this and it caused the whole team to get a quota bump which sucked.
jefe
Politicker
+8
Sales Director
Good point. Many don't take this perspective
jojo
Catalyst
+3
Account Executive
So we have market-based quotas and he works in a different market than me. So if anything he's screwing his own market and I'll let them pick that fight 😆
InQ5WeTrust
Arsonist
+8
Sales Savages, what is our profession? Trauma!
Ain't going to be pretty if his fake deals cause a quota adjustment for everyone. 

Amazed there's no check on this tbh. 

Fair to raise your concerns with management. 
goose
Politicker
+11
Sales Executive
Probably best to let your boss know but I'm not sure I'd do that.  It would really have to impact me negatively for me to be a bitch.
mitts2
Politicker
+8
Account Executive
isnt him outperforming you based on lies negatively impacting you?
goose
Politicker
+11
Sales Executive
If you aren’t performing, yes. Otherwise, I’ll let my work speak for itself.
Show 1 more replies
UserNotFound
Politicker
+9
Mid Market Manager
I don’t think I would, unless this person’s behavior is negatively affecting the rest of the team. Even then, I think I’d take more of a “please mentor me” approach and have them ‘explain’ how they’re hitting these seemingly impossible metrics. I’d say management is last-line defense in this case, and only if you need a defense.
ragnarlothbrok
Politicker
+6
Key account manager
Its a rough one that! I bet he/she is not the first to have done it either. Raise your concerns with your line manager
Beans
Politicker
+5
Account Executive
Notes and track it.

I've been in this position - you're constantly being compared to their stats, I brought it up. 
DungeonsNDemos
Politicker
+7
AE of B2B
Always cover your ass with things in writing. This is no exception.
PawPaw
Opinionated
+2
Business Developmemt Director - Americas
Is there a way in a team meeting to have the AE share their win story? "Hey AE - you're killing it lately, what did you do with XYZ deal? What about ABC deal?"
DungeonsNDemos
Politicker
+7
AE of B2B
I agree with many here that management will figure it out, but if this goes on too long and they DON'T do anything about it that could screw you over with quota adjustment.
Also, don't talk to that rep about it. If you do anything just give management the tip about it.
Havok99
Senior Account Executive
How is he actually closing fake deals though? 
Mikey
Opinionated
+2
Senior Regional Director
Absolutely tell your Manager. I'm somewhat concerned with the people telling you not to. Not only is this unethical, but it could also cause some accounting errors down the road which could cause the company serious issues if not caught right away.
OpalTiddyChurger
Arsonist
+9
Funbags Enthusiast
Let them fall on their own sword. 
digitalminion
Old School Bravo
Sales Manager
You can't fake revenue so I don't understand what kind of ploy this person thinks he's running.... At best he'll be fired. At worst this seems illegal if invoices, etc. are being faked.
wahmsales
WR Officer
+10
SDR
From the sounds of it, they're inbound leads that have signed up on their own without talking to anyone, but this guy is taking those leads and pretending that he talked to them and got them to sign up.
jefe
Politicker
+8
Sales Director
@wahmsales that's my take.
books2b2b
Old School Bravo
COO
Yes. You should. 
Wi
Wildcard
Opinionated
+4
Account Executive
Yes, because you are being compared to this person. They might get a promotion, win a competition instead of you.
dcarb
Good Citizen
Account Manager
Snitches get stitches....sales can be a brutal profession.  I agree with most of the comments that it's only a matter of time before this mouth breather gets caught; however, sometimes you gotta thin the herd.  If you like this organization and you enjoy coming to work then you can't let this guy poison the well.  He's gotta go.  And if management is more impressed with metrics than actual work ethic and skill then maybe it's time for you to move on.  There are plenty of places to go right now.
jojo
Catalyst
+3
Account Executive
Thank you 🙏 Your comment is exactly what I needed to hear/read.
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Let him get promoted, he won't last long in leadership cheating.
GDO
Politicker
+7
BDM
The guy is an idiot and will ruin the party for everyone. Tell on him. 
Olly
Contributor
+1
Account Exec
Of course, you should tell. Also - Would it circle back to you if you won't tell?

UserNotFound
Politicker
+9
Mid Market Manager
No. This isn’t North Korea, you don’t have to report on your neighbors. It’s up to your leadership to create a culture of honesty so un-impeachable that you’re comfortable bringing this to their attention. If it was that way, you would t have posted this question.
Olly
Contributor
+1
Account Exec
I understand what you're saying. Unfortunately, what you and I respect as a work ethic is not always respected by other employees. 

There are different ways to share info with management, so when I say "tell" I don't mean snitch. You can share info that might hurt the company without hurting people. 
Show 2 more replies
mitts2
Politicker
+8
Account Executive
any decent management structure does not allow it to get back to you
Olly
Contributor
+1
Account Exec
Agreed!
Justatitle
Politicker
+8
Senior AE
In my experience people eventually get exposed. In this case I’d let him dig his own grave and keep doing the right thing on your end. You don’t want to be known as a rat. 
UrAssIsSaaS
Politicker
+7
SaaS Eater
I think you gotta say something, when a top performer is doing shady shit it sets such a bad precedent for the rest of the sales org and if this leads to adjustment of quotas etc you're going to be pissed you didn't vocalize. 
mitts2
Politicker
+8
Account Executive
How long have you noticed this happening?
Mooney
Politicker
+12
Director of Sales
Touchy. You would become the snitch and people wouldnt want to work with you. 

Instead, ask that rep for time to learn what they are doing to be successful! Boom now you can blackmail them for a % of their comish. 
wahmsales
WR Officer
+10
SDR
Like that won't come back to bite them in the ass lol
SaaSam
Politicker
+6
Account Executive
If it isn't hurting you at the moment I wouldn't. Give them enough rope to hang themselves. They'll get busted eventually
sc
scubasteve
Valued Contributor
+3
Key Account Executive
The cheating AE does negatively impact you, the team, and the company in a number of ways. Assuming the rules of engagement are clear, the AE is unethical. If you feel like you are ratting the AE out, you can give just enough info to your manager for your manager to make the discovery.
alphapup
Business Development Manager
Definitely mention this to your manager in a confidential and non-emotional way - not a novel, just a short note. If I were a manager, I would be upset with someone under me witnessing that kind of behavior and NOT bringing it up with me. 
DealMaker
Contributor
+1
SaaS Sales
Naw, let them bill the “customer” and see what happens. 
Jimothy
Business Development Director
I would keep notes and track how nothing adds up. My assumption would be that management can see the discrepancy and could already be acting on it… but the minute it begins to negatively effect you then you need to move fast with all of the background you have accumulated. Above all else, do not talk to the rep. That will backfire every time.
Ja
JaradayFuture
Account Executive
Throw out the trash 🗑 

Don't be scared to do what's right for the company. 
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