How challenging is it to meet sales targets as a new Account Executive at SHI International?

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Accepted Answer

It depends on the territory and customer base. They pushed out the high earning reps so the large accounts will need to be handled by newer reps....don't think they will let the newer reps make as much.

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In general, it is very achievable however if you close a very large 1-time, non-repeatable deal, the next year will be much more challenging to achieve it. However, in most cases, it’s very achievable.

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Difficult. A mid-market AE can expect to manage 10-25 accounts. SHI has increased their hiring and new reps are put on teams that don’t have accounts to give. New reps don’t really have targets (except for meetings) and do have time to grow these accounts (1+ years) but keep in mind base is $40k.

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Difficult. Mid-market AEs manage books of 10-25 accounts. Teams don’t have accounts to give so KPIs for new reps are prospecting based. Leads aren’t really a thing. Good news, you have time to grow (1+ years) but may have to live off base ($40k) for a while.

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Depends on several factors, which group (Enterprise, Strategic, Globals) as they can have different pay plans.  Over the last few years, they have completely changed their incentive structures, paying less until you hit quota, increase quotas while the market is contracting, etc….

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It can be a dice role depending on how well you build rapport with leadership early on and adapt to putting in extra time.  Sales everywhere is a game of attrition, esp at SHI.

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Depends on your accounts previous purchase history. At SHI for me, it was less about missing your “quota” and more about losing out on income.  The less margin you generate, the less you $ you make. The company only pays on margin, so there is no OTE that makes you really want to smash your quota.

Answer

As a Named Senior IAE they've castrated their salesforce.  Our earning potential went down precipitously with the comp change last year and now even more with their jacked up quotas and account shuffling. If you compound that with the fact that they demoted all of the Named reps and are again threatening to demote their Senior reps if they don't hit certain GM and KPI thresholds, do yourself a favor and stay as far away as possible.

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Anonymous Q&A

How challenging is it to meet sales targets as a new Account Executive at SHI International?