Like any sales organization, whatever you achieved in the past, is the past, and there is a new quarter ahead. If you're hitting your quota early, they will increase it and say that you'll appreciate the challenge. There is management by intimidation, but retribution seems rare. The last few months have been a particularly heartbreaking time - 4 rounds of layoffs in the last 6 months, because the share price is much more important than the people who've made this company great for our customers. Commission statements are delivered via random number generator, where it's nearly impossible to determine if you're getting paid on your accounts, or those of someone else. If you have a commission dispute, IBM outsourced that aspect of the business to South America years ago, and they have little time, or sympathy to help resolve money issues for people whom they feel are paid too much. Tuition reimbursement is a thing of the past - better to hire from outside than foster organic development. At conferences when the company hosts a party, they'll let in the customers, but not the IBMers who brought the customers. Sometimes a little awkward. With regards to compensation IBM consistently pays at the low end of the scale. And the benefits get more expensive and cover less each year.
