Ok What the HELL do they expect from me?

I started this new radio advertising sales job with a VERY reputable company. The quality of life is excellent as I don't really have to report to an office daily and I can work from my laptop anywhere. The problem is, I feel like they misrepresented the job to handle. Those "accounts" were businesses that the previous AE called on and was not able to get business from. Now looking back on it, my boss seemed to have been saying whatever it took to get me to work there. What I was not told is that not only is the job 100% cold calling with no territories assigned but the bigger businesses in town have already been claimed by the veteran AEs. so basically I am calling on small businesses to sell a niche product during a recession. I am fine with this, but I don't want expectations to get out of hand. I have been here a month now and have had 3 deals fall through and while I have a couple pending deals I have not closed a sale yet. Thoughts?

Well, if they are willing to lure you in under false pretenses, that tells you something about their sales ethics.

If you asked these specific questions (will I have a territory? How much of the job is cold calling?) and they lied, then I would start looking for another job. If you didn't ask these questions, and they just never mentioned it, then chalk it up to experience. Next time you're looking for a sales job, you'll know what questions to ask.

The thing you have to remember is that you are the low man on the totem pole, as it were, and they're not going to give you the big juicy accounts...you have to earn them. If you can pull in these smaller accounts that the more seasoned reps failed to contract, you're going to look good to the boss, and when a promotion comes up, you're going to be a good candidate. Sales reps who are creative and think outside the box get the accounts that no one else can.

Even if you don't get a promotion, keep track of your own sale stats, so when you go looking for another job, you can show them what you have done to increase revenues for your past employer.

Technically - it isn't cold calling if a rep has already contacted the company...at that point it is a warm lead.

HOWEVER - I think the company behaved in an under-handed manner by not giving you the full run down.

If you can get over their dishonesty and like the job, stay put...otherwise start looking for other work. Ask companies that you interview with what the turnover rate is or why they are hiring (did the person move up?).

Sounds like this will resolve itself soon. Patience.