Field Sales representatives, at least those that aren't based in Pleasanton, aren't provided anywhere near the resources they require to consistently run successful sales cycles. While reps are provided a fairly good customer engagement "playbook" and tools, they aren't provided enough resources (product demo support, RFP response support, etc.) to actually execute on the playbook effectively. It's not unlike having a good football coaching staff but not enough talented players to win as much as we could and should be. Those that are on the field are often exhausted. The lack of support and resources doesn't go unnoticed by prospective customers and reps have to constantly deliver news that frustrates the customer - it is not uncommon to have to ask for a meeting to take place 3-4 weeks out because there simply aren't enough resources to support customer requests. Enterprise Sales in a highly-competitive market is always going to be high-stress/intensity, but far too much of the stress is created from lack of resources and from fighting for the resources we do have. As a result, reps are left on their own to try to figure out ways to 'hack' together ways to support customer requirements and this leads to some quick burnout.
