“I make a concerted effort to be transparent with my team about how and why I am structuring a deal in a specific way, even down to how it can impact my bottom line.” – Carlee Montgomery in today’s Tip 1090
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Carlee Montgomery. Carlee is an Account Executive at Genesys selling Customer Experience solutions to midsize and large enterprises. Here she is:
Carlee Montgomery: Before becoming an AE, I was actually a Customer Success Manager at the same company. As a CSM, I could tell when a salesperson was trying to morph a deal with an existing customer to fit their comp plan. For example, they’re really pushing multi-year or a specific license type over another, and it would really confuse me. The AEs who are upfront about what they are trying to accomplish in order to maximize their comp plans while simultaneously doing what’s right for the customer gained my respect and my cooperation. Reps who tried to hide their motivations made it clear that they were trying to work around me and not with me. I did not feel allegiance to helping them win. Now that I am an Account Executive, I make a concerted effort to be transparent with my team about how and why I am structuring a deal in a specific way, even down to how it can impact my bottom line. It goes a long way to build trust and also rallies the team behind you to help you in.
Scott Ingram: To get connected with Carlee, click over to DailySales.Tips/1090 and we’ll have a link for you there. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!
Oh, and do you want to be cool like Carlee and get featured on the show? Submit your own tip. We’ve got the details at DailySales.Tips/Submit Thanks again for listening AND for contributing! I’ll talk to you tomorrow.