You are an underperformer. Strong quota attainment is hugely important in GTM recruiting. Every interview I have with a sales rep I qualify it. It's one of the biggest barometers of someone's ability. But is it? Sales Rep 1: Averaged 100 -150% last 4 years Sales Rep 2: Averaged 60 -100% last 4 years We are all hiring rep number 1 right? Here's what you don't see: Sales Rep 1: AE at a Major Enterprise Software Vendor Manages an industry they dominate in Prospects know them before they call Territory is 50% existing customers An SDR does all their outbound Gets constant inbound leads Sales Rep 2: AE in a 'first on ground' role for a SaaS startup Firm has no brand awareness in the region Cold territory with zero customers No SDR team. 100% outbound Zero marketing budget No inbound leads This isn't a post to call out those in established firms. Both of these reps are high-performers. But it's a good reminder that numbers only tell half the story. Make sure you dig deeper before discounting someone. Give people a chance. #technologysales #saasrecruitment #gotomarket
Kieran Denniss
6mo
Absolutely spot on here.. understanding the lay of the land before assuming anything.
Karan Chugh ✅
6mo
Absolutely loved this one mate ! Spot on.. When I get going and take interviews I always check back on this for sure which makes a lot of difference !
Hope Bloom
6mo
It’s so important to dig deeper and uncover the full picture. The stuff you learn when breaking into a new market with a new product teaches you a ton and builds different skill sets that you don’t necessarily get when things are simple/already built out for you. There’s a different level of resiliency, adaptation and experimentation that comes from the Rep 2’s and they’re often some of the best innovators on teams. Of course the Rep 1’s bring a ton of their own value and skills— but the most successful teams have a balance of those experiences.
It’s a good guide for those people who have been in the Rep 2 world somewhere in their career. Being able to discuss the environment that drove those numbers and what you learnt from it as a result, is powerful. There are many reps that have performed time after time landing in the Goldilocks zone of companies time after time. It’s an important discussion to have with that Rep 1 type. Were they a boat that raised with the tide, alongside all the others, or what did they do differently to drive top echelon results.
Alan Chan
6mo
💯
Seb Phillips
6mo
Ain’t that the truth!
ANZ Sales @ Qualys | Sales and Channel Strategy
6moMore importantly stop advertising OTE when you know pretty well that the rep won't get north of 50% of their target. I think there is a duty of care and a moral stance that should be taken but rarely is.