Advice: My company has a 'feel-good' company culture and the sales reps aren't focused enough on selling.
3 min read
Advice: My company has a 'feel-good' company culture and the sales reps aren't focused enough on selling.
The Quota Claimed The Quota
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I'm a Director of Sales at a small four-year-old software company, and I'm in charge of a team of about a dozen SDRs and Account Executives, all of whom are in their twenties, with the exception of one AE who is in his early 30s. I'm 44, and it's pretty clear that the way I was brought up and taught to do sales is completely different from what my current team has experienced, and what they expect the job to be. I've tried a lot of different things to get the team more focused on closing deals: contests, cash rewards, recognition awards, training sessions, etc, but I feel like there would need to be a huge culture shift in order to get everybody producing at a high-level. When I bring this up to the founders, they talk about how low the turnover is in the sales force, but it doesn't matter how many people you keep if they're not there to crush it. What's the move here? I feel like I'm a few months away from jumping ship to a company that actually wants to sell.

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