Pros
- Lots of training- marketing meetings, SKOs -Sales training to learn how to prospect new clients - Happy Hours every month - Free snacks in the kitchen - Office overlooks Georgetown - Value selling over functionality - Leading product in the association / nonprofit space
Cons
- Integrations with partners don’t work. We acquired 4 companies in the past 2 years. Kavi / or Workspace is a module that does not do what it says it does. -They want to us to sell this unified platform with both the online community and marketing automation platforms but the integrations don’t work like they said they would. Customers are leaving because of it. -Lowered the commission structure so you’re making less off of each deal -Low base salary - No clear-defined path, structure or training from being an inside rep (BDR) to a Sales Executive. You’ll be on your own to learn the product and build up a pipeline without having any idea of what you’re doing. - Inbound or hot leads are not evenly divided among the sales team. They play favorites. -Closing days... working 8am to 6pm the last 3 days of the quarter. This really only makes sense if you have a deal coming in. - You’re put in a specific territory where they are not Higher Logics niche client so you’re selling to organizations that have no budget for the product you’re offering. -As a sales executive, you’ll be assigned a BDR. So the expectation is that you will have some meetings here and there from this BDR. They will book you 0-4 additional meetings per month, which are not qualified. Most of the time the prospect doesn’t show up or has no idea what Higher Logic is. -BDR team is saturated with reps right out of college and have no idea whether they want to be in sales or not -If you don’t hit your quarterly quota, you’ll be put on a Performance Improvement Plan. - Very quick to let tenured reps go -All of the C-Level Management is brand new within the past year. -Average sales cycle is between 6-9 months
