- Timing timing timing. It’s almost everything, especially with new logos. If your prospect went with a competitor two months ago, your timing is off for another ~8 months. Time to nurture the lead and find someone more qualified.
- Your accounts will change frequently. Some will be good, others will be trash. You could lose a top account that you’ve been prospecting into for years now and be so close to breaking in at the right time only for that account to be switched to the green rep who sends one email and BAM, meeting booked ready to buy…
- Your territory probably sucks based on your perspective. You can complain all day and be negative or get to work and churn that milk into butter and climb your way out of that bucket. Good leadership will recognize reps doing the right thing, great leadership will reward it.
- You don’t mean anything to your prospect, you’re a blood sucking vampire making money off things and they think you only care about making your $. They don’t care if you hit quota, make it to presidents club, lose your job, pay your bills. You are a complete stranger to them until you provide value and make an impact for them.
- It’s more likely than not that you can’t obtain your quota. This is almost a given for companies with tons of funding in recent years.
- You can work harder than others and they still get lucky.
- When applying for jobs, the OTE means nothing if you and everyone else only hits 30% attainment.
- 7 out of 10 reps will talk down on the company, their role, the job, etc… thats a toxic workplace and only hurts. Avoid them and stay positive.
- You’re not prospecting into your accounts enough.
- You may think being in sales allows you to avoid the politics, but avoiding is a political move too. Learn to play politics to help grow internally at your org and ensure you have advocates for you when times are tough.
What else would you add?
