Sales Rep Churn & Bad Commission Structure
Pros
Product has good features, some strong sales leaders, lots of inbound leads
Cons
- Too many sales reps with no structure or territory. Everything is round robin and you only get quality leads if you have an "in" with the SDR team - Pricing is about 5x of most competitors - Data quality varies greatly, making hard to sell a solution that you know has flaws - Management churns through about 10% of sales reps every quarter. I closed over $1m in ARR, coming in at 97% quota attainment and was put on a PIP for "lack of performance". Meanwhile reps who closed $500k are still employed. - If you weren't hired pre-aquisition of DiscoverOrg and ZoomInfo, you have no job stability. Out of my class of 10 new hires, I was the last to remain employed after only 1 year - Very low commission rates (lowest I've ever seen in sofware sales) - Commissions paid on cash collected, so you may have to wait over 6 months to get your commission on a sale. If someone doesn't pay, the sales rep turns into a bill collector - No visibility in commission calculations - At the end of the day you are just another number out of hundreds of reps - Shady agreements with high annual uplifts and automatic renewals that lock in customers against their wishes
