Bait and Switch comp plan with 0 Management Direction
Pros
You can honestly do no work and no one cares. The sales reps are so badly trained that they hardly find any deals to work on. You can basically do nothing for weeks. It gets boring.
Cons
SC management seems to think that the SC’s should also be the sales rep, sales manager etc. essentially you are responsible for the entire deal as for some odd reason the SC’s are not aligned to the sales organization (sales stages). Given that Oracle provides to worst onboarding program that I have ever seen doesn’t help the case for SC’s that rely on closed revenue. Given that 80% of the reps hit 20% or lower of their quota is quite horrible for SC’s relying on revenue. Most sales reps are not capable of running their own calls and they all sound the same. Clearly it’s from the onboarding program that I described above. The major issue is the senior management refuses to acknowledge a sales issue. It’s mind boggling since their mess has been going on 5 years now. At some point you need to do the complete opposite of what you’ve been doing to see the results you are looking for. They don’t post revenue numbers, so I question the validity of the numbers. Tom Henry at the beginning of Q1 FY19 acknowledges that the bait and switch comp plan had unrealistic buckets that were impossible to hit. But during the same call he said that Oracle also overinflated the numbers. Basically, premeditated to take money away from us. We are talking up to 80% less in bonus attainment. If you are a new SC they won’t tell you about the ramp up comp. Not only is it a bait and switch plan if you are a new hire they will take so much more off your comp. The most toxic environment No promotions No raises Worst sales reps in the industry bar none
