Dear SaaStr: Should I Fire a Sales Rep That Lied To Several Customers?
Earlier in my career, I would have said Yes. Of Course. Fire any sales rep that lies to customers. Especially more than once. Especially in my first start-up, we worked in a heavily regulated, life-or-death industry. There was no room for lies.
But time has gone on, and I’ve worked with many more sales execs. I now see and think most sales execs lie, at least a little bit. At least a bit.
So I don’t think it’s as simple as firing them for it.
I don’t like it. But I’ve come to accept that instead, you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal.
We did a recent SaaStr survey and you said 97% of software sales execs lie at least sometimes, a little:
Control it, or it will spiral. Join calls / Zooms. Read their email. Put in a system to control contracting. Etc.
But also, expect some lies, and a lot of stretching of the truth, to a certain extent. Unfortunately.
More here: