I've worked at several organizations, and unfortunately, this has been the most challenging environment by far. The biggest issue is leadership’s disconnect from how their teams truly feel. What keeps many of us going is the camaraderie built through shared frustration, not support from above.
From a sales perspective, the approach here feels stuck in the past. The industry has evolved dramatically over the last decade, yet the emphasis on outdated volume-based tactics, reminiscent of the old "Indeed" model, has led to dismal results, with attainment hovering around 40% at best. Buyers today aren’t swayed by "excitement"or repetition, they’re looking to solve real, tangible business problems. None of which are discussed in any forecasting meetings, 1:1's, etc. It often starts and ends with "do they know the discount expires EOM?". Which leads to reps being forced to forecast a deal, only to have it drop at the finish line, while management looks at you like they saw a ghost.
The mission, Students First, is genuinely meaningful. But for that mission to be sustainable and successful, Handshake must also include, at the bare minimum, Employees Second. It’s time to evolve, not just in product or GTM strategy, but in how we lead and support the people building the business. I promise, corny slacks from above, don't do anything.