Salaries are not competitive whatsoever as they're related to other software sales jobs, Esri employees are competing against traditional sales organizations with highly motivated and compensated reps. Esri pays hourly and does not have a bonus or compensation structure.
Strategy within the commercial space has rotated on a 9-12 month cycle for years and the lack of consistency has impacted any attempt at finding strengths and capitalizing on them in a very competitive market.
Esri's philosophy is that the software is important and it will sell itself as a result. Because of this, any market intelligence or awareness is generated on the fly by the sales staff learning as they go.
Leadership has a lot of experience in traditional GIS technology, but has little savvy when it comes to running a sales organization. Expectations are also seemingly poorly thought out, with little apparent feedback or consideration from actual market conditions.
