Way too many to count, but this needs to be said:
- HIGH PRESSURE churn and burn culture: it is common practice to threaten reps with PIPs
- Very high turnover rate, along with low morale
- Unfair territories: you’re extremely lucky if you have a good territory. Most territories are bad due to active accounts being sick of sales reps calling them all the time
- Marketing leads are as bad as they can be: we’ve gotten leads from people who are deceased or haven’t worked for the company in years. Or, leads from people that have never heard of us or requested any information at all. Plus the SDR team is horrible and should be gutted
- You need to rely on cold calls to make consistent money
- There is obvious favoritism
- Wide and unfair range in pay
- Inovalon often doesn’t promote from within
- Very high abundance of boomerang employees, since that is the best way to receive a raise or promotion
- Extremely poor leadership: when sales are down, blame is placed on the reps and are told to just “make more calls”
- Sales are very low this year and the sales team often discusses with each other the want to quit
- Some sales directors are nice, others ONLY care about metrics: if you are out on PTO, you need to make up the calls for the rest of the week and are reprimanded if you don’t
- Data in Salesforce is a mess and completely unreliable: lots of research required to find “real” people to talk to
- Nearly impossible to consistently hit quota, in part due to an unfair mandatory split with an enterprise sales rep, along with all the pressure discussed in this post
- Sales reps genuinely feel like leadership doesn’t care about them and that everyone is replaceable
- Training does not prepare reps for the job in the slightest
- Other directors or sales teams will regularly look for open opportunities or deals that they can “steal” for themselves
