Sales review - Sales UserTesting Employee Review

They made the most common mistake in Silicon Valley: thinking that more sales people = more sales. See how that's working for Zenefits and a thousand other under-performing companies. Instead of creating a recurring lead generation machine, they've assigned their entire SDR team to qualify inbound leads. Instead of hiring more SDRs to do outbound lead generation by prospecting into new companies, management has doubled the size of the sales team and created two new teams out of thin air; none of which has nearly enough to do or enough leads to hit their quotas. They now expect their highest-paid employees to do the lowest-value work, which has achieved predictable results. Many reps had less than 20 demos in the entire first quarter! This has accomplished two things: lowered earnings per rep by more than 50% (nearly across the board) and caused employee morale to plummet. SDRs are desperate to hit numbers so they pass mediocre leads. AE's are desperate to hit numbers so they convert mediocre leads. If you're being hired for a sales role at UserTesting, do yourself a favor and ask to speak to a rep that was with the company prior to August 2015 to get a comparison of how things were and how they are now.