Pros
The sales team is very dedicated and committed to meeting and exceeding quotas. The sales general managers are knowledgable and actively engaged in each stage of the sales process.
Cons
The company has been going through a transformation for 4 years. During the process, the Sales Leadership has changed 5 times ( in a 24 month period ), making it difficult to execute decisions and gain traction in any given direction. The sales compensation program is complex and concrete data is unavailable to support the actuals. Sales compensation plans are adjusted during the year, to the detriment of the sales rep. Sales Operations, which was initially a strategic team, is now a spread sheet driven administrative function, where silos are encouraged and led with an oppressive and crises management leadership style.