I came to Vensure from a competitor, and in my training I couldn’t shake the feeling that the organization had the frame of a really nice house, just no walls, doors, windows, or fixtures. That’s probably to be expected with a growing company, but it really hit me when I started profiling myself account list. The business database wasn’t just bad, it was indescribably wrong. Business names didn’t match the addresses or phone numbers, and employee contacts were listed to the wrong accounts. It was a monumental effort each week just to validate enough data just to create a call list. I received some support from the ops team, but there was essentially nothing they could do at that point. My sales leader had no concept for how big of a problem this was and thus provided absolutely no support.
I could write an essay on how bad my immediate sales leadership was, but I will sum it up by saying that this was the most I was ever micromanaged, and my first sales job had a GPS tracker on the car so they could count how many customers we visited each day.
The final straw was a deal where our flexibility gave us at least an opportunity to genuinely help a business and the human beings working there out of a healthcare insurance nightmare. While the deal was coming together I started getting pressure to firm up my solution recommendations before the major piece of the puzzle came back from underwriting. I was still working to understand the operational and engagement pain points, but my sales leader was looking at the potential to bring an insurance solution that would enable use to pad the deal with a bunch of things they didn’t need or want, but they’d have to say yes because they had no choice.
That story encapsulates this sales organization. There is no soul, there is no purpose for it to exist other than to make money for a PE Firm and continue buying regional competitors for market share. There is no mission, there is no culture, and there is no thought to making the lives of their customers and their employees a little better.
