Hey fellow salespeople! I am 2 years into my tech sales career and have moved quickly from SDR to AE to Sr AE, always a top performer. The company I’m at has been going through a lot of changes/restructuring from leadership down, over the last year since going public, and quota is getting harder and harder to hit across the board. (Not making the same kind of money after these comp changes, although it’s “the same OTE”)—- what is your best advice on what to do? -a burnt out AE

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Find a new company- it won’t get any easier

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“Since going public” - I’ve been here. They now have to promise money to stakeholders. They have to make promises that are not realistic so everyone on the ladder can look good and keep their jobs. But it’s the AE’s who have to make that magic happen. So they save money by making it harder for you to make money and running off the people who are. Unfortunately this is a common scenario. Move on quickly; it will never go back to the way it was.

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Preach.

Wherever you go, ask about targets. Quotas seem to be huge across the board right now…

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Find a industry your passionate about and work in sales there. Sounds like time for change..

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I feel you and am in an eerily same position about 2 years into a tech sales position and career, quick promotion track where I came in as an SDR and quickly advanced into an AE role. Even though it is a small sales org I have always been one of the top performers. After our acquisition, our product has been continuously changing, along with our web and enterprise pricing structure. They released a new product a couple months ago, and than completely changed it along with pricing (which will go into effect next month).

They have also announced that they’re moving to be a new comp structure for sales and moving away from revenue… which we get a % of because the new product will have a free version with premium upgrades, and they want to protect our income for a couple months. They haven’t given us any details about what this is going to be - but all the changes are super jarring and it feels like we’re rudderless. I am definitely feeling the burn out coming too.

Best of luck! I have no idea what to tell you. When you do figure it out let me know!

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😫 Yup, similar situation. I feel like it’s a way to lower commission payouts during these “tough times.” We basically moved away from all new business deals and now only can work inbound cases and our existing book of business with the goal of expansion. They basically took away 75% of the leads and way we worked leads previously and left quotas the same (we also mass-hired this year so opportunities are already thin) even the top performers who have been here 5+ years are strugglingggg. We were given a 2 week notice before the changes took effect with little details. It’s so frustrating because I enjoy the industry/product/company but these changes make it hard to preform at same level and make the same kind of money :/

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With so little time in the industry, you might want to temper your expectations. However, if you're unhappy find something else. I have found that the grass is generally greener on the other side of the fence.

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Concur would love to have you great chance to close post SDR eo.

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