1st: From a sales standpoint a person is hired to manage an assigned territory, yet there are 5-6 other sales people on average selling into the same territory. Account ownership is determine by who opens an opportunity under the contact or account first. Thus creates false opportunities being created to protect the account with too many sales reps calling into the same database or territory. Less revenue achievement for all reps.
2nd: Quotas are a flat rate across all territories. So a person who has New York has the same quota as a person who has Vermont. Thus results in the more Senior sales reps acquiring better territories with better leads being handed off. Results in lack of actual results that a good sales person has the same equality to achieve what another sales rep can strictly on the territory. Better territories results in increased spiffs and commissions. Quarter over quarter the larger territories achieve more while the smaller territories with the same quota achieve less than 100%.
3rd: Management, there is a lack of performance plans and one on one meetings between employer and management. Only expectation is to close daily revenue and motto is discounts for time frames. Be persistent, but not abrasive. A sales person is required to call customers 3-5 times a week, thus creating an unprofessional harassing sales model towards customer's. Management's attitude is both harassing towards customer's and sales rep's to push their customers into getting the PO in today is standard policy.
Opportunity for advancement in the company are few. There are no outside sales reps or sales organization. Account Executive titles are a Sales Rep II internal position that are left to create their own leads and pipeline. Advancement are typically restricted into management positions.
If you thrive in a high pressure transactional sales environment with intense micro -management structure than this company and position is a good opportunity to gain knowledge, acquire a paycheck and work up the corporate ladder into management positions. Average total compensation achievement range from 60-70k from a 40k base (base is non-negotiable) . Average sale rep stays less than 2 years.
