The life has been sucked out of this place. Its challenging to list a lot of positives. This was once a fun, promising, energetic place.
For starters they don't have a separation of true CSMs and AEs. Its a hybrid setup. Its not wise to dedicate a role to primarily focus on "closing" and "growth". You would think in 2018 they would have realized that a successful sales organization has a team that focuses on closing and a team that focuses on retention / upselling.
Certain people in 'leadership' look at metrics such as "dials" a day and "call time" like its 20 years ago. They aren't in touch with the modern strategic approach to sales or what currently works for top organizations. (Touches, engagement, completed demos, exploratory calls.) There are people there who think 70 dials showing at the end of a day is smarter/harder/more efficient work than 4 exploratory calls and 2 scheduled demos. (At the same time, the decline in inbound leads doesn't help.)
Huge emphasis on passing things to the Account Services team and to focus on selling. But the Account Services team are swamped and given such little support they have to much to handle. (Absolutely not their fault) Therefore as a rep if you want to maintain retention you have no choice but to satisfy the customer and take matter into your own hands. So now you're spending all your time on retention and therefore not focusing on closing.
Over 70 percent of their team have left and people continue to leave. They take no interest in fixing what has driven people out over and over again.
Not much of a ladder to climb if any.
