Unfortunately things changed on a dime about a year ago as a result of leadership changes. Bad faith efforts from reps in other divisions are often rewarded, management would not protect our business in Enterprise, and it became apparent very quickly that their own sales policy was essentially meaningless, because they’d force you to give up business or split business over and above anything policy mandated, and then you’d be told to just “drop it” when you’d bring up your (more than justifiable) concerns about it. Then you’d be told (verbatim) “these people don’t care about you, just drop it.” This isn’t a social club, this is how I take care of my family. When I’m not even getting credit for 50% of the business closed in my territory, we’ve got a problem.
I even had a deal I was in that I explicitly said we were 100% winning (due to a number of behind the scenes factors with their decision maker that I was involved in) get moved out of my name with no notice, given to another rep on the team that doesn’t cover the territory (that was supposedly my territory), was told by my manager that I’d “bounce back” (stop putting me in a position where I need to), and sure enough Paylocity won the deal and I didn’t even get a split from something that was my own deal in my own territory (miraculously that was one they didn’t want to split)- that deal was worth over 25% of my annual number. I liked my direct manager, but this decision really stung and it started my eventual loss of trust in the organization.
It’s all arbitrary, and it makes feeling like you can confidently stay there long term and consistently earn an impossibility. You can be working your territory and at the drop of a hat accounts or even DEALS can be stripped from you and you’re expected to accept it. My tenure there was basically a death by a thousand paper cuts over the final 6 months. I really, really wanted to be there long term, but the way they have begun to run the division made that not possible. I even heard they are intentionally doing this because they don’t want to see reps making great money anymore, they want the average earnings to come down which is why they are moving deals around, splitting them, and over hiring in the division and why it’s ultimately being run like ADP small biz.
I’m not a throw a tantrum, bang the drums and go to the mats kind of person. I express my concerns, and trust that if the organization values its sellers and our concerns/feedback with the issues like I had, then they’ll have your back, as any well led sales organization will. That didn’t happen, so I talked with my feet and left.
