Old boys club. If you're not a golfing buddy of the muckity mucks you have no opportunity to be successful. There is no connection between Talent / Product Knowledge / Hard Work and Success there - it's only if you have a personal champion in management that will assign you accounts with real opportunity.
There are only so many accounts/businesses that can afford their services, so if you don't get assigned good accounts you'll starve and no one in management cares. I got empty promises and crocodile tears from everyone on the ladder up to the C-Suite all acknowledging they had put me in a position to fail and promising to do something about it, but none of them kept their promises.
They are very strict about account assignments so most people just sleep on their accounts and don't actually work (I found multiple deals they made me give away to people who were asleep at the wheel on the account).
They had an entire team assigned to Travel when Covid hit. They promised they wouldn't leave everyone to die on the vine, but they never did anything for anyone on that team.
They keep feeding the best accounts and best opportunities to the favorites and screw everyone else.
Someone at the top thought "More Sales People Equals More Opportunities" so they hired AEs without any plan for account allocation and no path to success.
I spent 4 months waiting for initial account assignments and then was given a stack of dead wood with a promise they'd balance out in the new year. New Year came and they took away everything I'd broken into and gave me another stack of dead wood.
They keep hiring new people (without a plan) so they can just churn the last crop of people that never had a chance to succeed.
