This is to...

Question

This is to all Former / Current SMB reps who are willing to spill the tea: how exactly are reps cheating and finding deals?

Month after month, I see the same reps magically finding 4k deals in the last week of the month. Do managers go through back channels to find this stuff?

Current Employee · Accepted Answer

The other comment is half correct.

It was a combo of 1) Stealing QLs and HINQLs before they were rotated to reps. So open accounts with recent QL or HINQL are supposed to be rotated but there would be a few minutes delay before that happened. So reps were going in and just hitting refresh all day waiting for QLs to pop up and living off of that.

2) The were taking partner collab deals from the opens before they were rotated. Again, at least a few minutes delay before those were rotated so they would assign them to themselves.

The combo of both of these resulted in both high value deals and smaller transactional deals but regardless they were warm high intent leads that should have been rotated to their colleagues. Additionally, there were at least 2 managers that I know of that were sitting in the VSBs all day and rotating any leads from that to their reps before a rotation since only managers could assign those accounts.

Current Employee · Answer

Are they “finding” 4k deals or closing 4k deals? Expect larger deals to close towards the end of the month. The front running was for smaller deals for the most part and they would have been scattered throughout the month. What you’ve described doesn’t sound like cheating

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Anonymous Q&A

This is to all Former / Current SMB reps who are willing to spill the tea: how exactly are reps cheating and finding deals? Month after month, I see the same reps magically finding 4k deals in the last week of the month. Do managers go through back channels to find this stuff?