Management - Many Managers, Few Leaders
- Moral is low. Few are making quota. Micro management is pervasive. Management wants to own all the deals and tell AE's what to do and how to do it. There is no trust in the AE's ability to drive a deal to close. Management attempts to drive rep behavior by fear and focusing too much on the volume of activity. There is a lack of focus on being out in territory vs volume of remote calls / meetings. Management needs to do a better job of using the app to reference next steps and activity. AE's are asked to repeat what is already in the app and often a waste of time and meetings.
Quota Attainment and Resources
- Very few people are hitting quota and throwing more bodies at the problem is not solving it. We are short of SE's and SE management. We have way too many co-primes units and need to dissolve the service cloud co-prime role. GB and Select comp plan is not aligned to a "monthly cadence" and only can make , few people are achieving quota and management is terrible. Management constantly complaining to reps about activity, expense reports or closed business. Monthly cadence for sales isn't aligned to the comp plan for GB and Select roles. A lot of politics.
Limited Work Life Balance and Always on Call
- We are not doctors or solving the world's most important problems. We are sales reps for a tech company. We should not be on call every night, weekend and on PTO. Reps are NOT encourage to take time away to re-energized and refocus. When reps try to take time off, they are getting daily emails from management.
Managers Get Unlimited PTO / Reps Get Very Limited PTO
- Managers not get unlimited PTO due to a policy change in April 2017 where Director level and above (management) get unlimited PTO, Meanwhile AE reps are limited to about 2 weeks of PTO and still filling out weekly time sheets! Everyone should be on the same policy - unlimited PTO.
Credit on Deals
- Another example of the politics and toxic culture is having another AE get credit and commission credit for a large deal they did not do any work on. This impacts the moral, work environment, and obviously commission. Management often overlooks doing the right thing and being inflexible.
