I'm confus...

Question

I'm confused - a lot of the interviews I've done suggest most AMs hit quota but what I see here is that almost nobody is. Can someone help reconcile this? Is it specific to vertical, manager, etc.?

Former Employee · Accepted Answer

Vertical and manager matters 80% to success. It would be laughable to me to hear someone tell a prospective rep that most AMs hit quota. The renewal quota? Yeah. The outrageously high upsell quota? Not a chance. Do reps hit it? Absolutely, but it is rare relative to the overall number of AMs. If I were to guess I'd say 25% hit annual quota

Former Employee · Answer

reps that figure out the formula early on, and don't have a base (<$90K), will hit their quota. The formula for success is tricky. You have to be "RUTHLESS" with what companies are in your target account list...when I say "ruthless", I mean on top of it every second of the day and stealing other accounts that fall off of your peers lists after 30 days and strategic with your Saved Searches. You also have to act as a boss/enablement/coach with your assigned BDRs. They get very little training on call tracks and themes for outbound. You have to manage and control all of that in addition to moving your Opps forward. When you're in an active eval/Opp, you have to pull in your entire VAT team for assistance and make sure you have multiple prints on the gun and manage your JEP/MAP in finite detail - collaboratively with your champion. You also have to nail down the "last mile" early on.

Former Employee · Answer

Even with a great manager the upsell quota in mid market is extremely difficult to hit. There are definitely a lot of more tenured senior reps who are hitting quota but from my experience majority were not. However within the emerging org majority of reps are overachieving on quota.

Current Employee · Answer

Emerging AE's almost never hit quota, last quarter I think only around 10%. Mid-Market and Corporate especially are a better space, NetSuite is beyond the budget of most small businesses unless there is a huge need. Don't trust managements word when it comes to how many people hit quota or the turnover rate.

Former Employee · Answer

There are so many reps that all Net

Current Employee · Answer

Reps in their first year will not hit goal.  After the first year I would say it’s greater than 50% but team/manager and vertical matters

Former Employee · Answer

I haven’t worked there since 2020, but it was about a 50/50 shot if people were hitting quota it seemed to me. I know plenty of reps who have left and kill it somewhere else. The quotas were unattainable on some teams, and very easy on some other teams. Depends on vertical and manager.

Current Employee · Answer

97% of the emerging org missed their quota or got fired in 6 months. Mid market isnt much better, most do not hit

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Anonymous Q&A

I'm confused - a lot of the interviews I've done suggest most AMs hit quota but what I see here is that almost nobody is. Can someone help reconcile this? Is it specific to vertical, manager, etc.?