This is all specific to the commercial sales organization.
- Less than 10% of net new commercial reps (SME, FinServ, Healthcare, Middle Enterprise, SLED) hit ramped quota in 2020
- 65% attrition rate for commercial AEs in 2020 (looks to be higher so far this year)
- Approximately 50% attrition rate YTD of commercial sales management
-15% to 30% lower base pay than market (~$60k)
- 2-3x more expensive than most costly competitor, 10x more than others
- Territories are up to 300% unbalanced between account quantity for the same quota
- Channel strategy for commercial is non-existent ; channel partners are hard to engage due to constant Proofpoint AE churn
- More focus on pipeline than actual revenue
- Leaders do not abide by Rules of Engagement nor defend their team members deals when other teams come to lay claim.
- Leadership will admit cold, direct prospecting into accounts is not productive - but measure you on metrics for these anyway rather than focusing on channel productivity.
- Inept management at every level
- CRO and SVP don’t care to fix commercial because it has such a small impact on total business.
- Poor benefits for a multi-billion dollar tech company
- Executive team sold out to a cheap investment firm
In essence, RUN.
