It is guaranteed that you will fail here. Despite clocking in and out, you are constantly called on your personal phone after hours and on weekends without pay. The entire sales department is usually below 40% of their quotas with the occasional good month, but you do not even get close to what you are told in your compensation plan. If they tell you that you can make a lot of money in commissions, don't believe it. On Mondays, there is a sales call where an accountability slide is discussed and everyone is told it is a required value, but the sales director uses profanity on this very call and the head of sales laughs about having fun deleting thousands of unread emails and not knowing any of its content. On these calls, the same managers openly joke about making a lot of money and not understanding anything. The employees are usually vaping on company calls and customer demos and the managers usually just laugh and think it’s funny how they get away with it.
Management needs to be trained, but they are not held accountable when it comes to their inability to assist reps in achieving their quotas. The only reason why the senior managers appear good - two outside sales reps succeed while everyone else fails. The compensation plan is so unbalanced that senior managers never suffer consequences, while all other reps fail. In spite of the fact that all reps constantly perform poorly, senior managers themselves are never placed on performance plans or scrutinized.
The sales managers are friends from another company and lack sales, management, and industry experience. Despite the company being a dental software company, no manager can explain any of the dental software to you or help you sell to dentists or corporate leaders. While these same managers say they are not responsible for asking questions or knowing why the software goes down a few times a month, they also tell you to sell to the same customers without any assistance, and managers can’t understand why customers do not want to spend more money on the company's products.
You are very lucky to get one or two leads per month, the rest is expected for you to find sales without assistance or training. Customers that you do sell either aren’t trained or give up trying to get help, so you continually get "clawbacks" because other departments cant do their jobs or aren’t adequately staffed. As a result of these clawbacks or cancellations that are completely out of your control, you are obligated to pay the company back on any new sales and go months without commissions. These cancellations are probably not deducted from their paychecks, so management never acknowledges the issue. They probably would have make an effort to fix the problems if they had experienced the same financial loss as the reps.
In spite of claiming 20 years of existence, the company's managers insist it is still a start-up when it comes to paying or resolving internal issues. The CEO holds a company wide call once a month in which they discuss updates usually announcing more people getting fired or laid off, and celebrating the senior managers going on a trip together, but nothing to help solve the sales department or other department company problems. Their open admission that they have no plans to fix the problems may be due to the fact that they never have to deal with selling or making sales in order to avoid being fired.
There are many different managers over different departments, and they change every few months because they quit or get fired. Company profits are the only topic discussed at this revolving door. Although most people are nice and try their best, the company fires so many people and the good ones leave quickly. There is constant fear of clawbacks or being fired, and senior management isn’t accountable for not helping. The same thing happens in sales as in other departments, you eventually will have to quit or get fired. Over here, the grass is definitely not greener, so I suggest keep looking unless you are desperately in need of a job. They will paint you a picture that you shouldn't believe. A few weeks is all it takes to see how the odds are stacked against you.
Instead of reviewing the employees, it should be the senior management under the microscope. Sales managers who are terrified of others' success and focused on distracting from their inadequacies make for a toxic work environment.
