Clients have finally found them out - Recensione dipendente - Dipendente anonimo presso Gartner

Leadership is afraid for their jobs, so they have installed countless metric and activity trackers to cover their backsides and “show operational excellence.” They over hired during the pandemic and now that revenues are shrinking and clients are canceling, instead of just doing layoffs, they put people through sham pips so as to not let the public know how bad the bleeding is. If you don’t get a good territory, you’re sunk - if one client cancels, you’re underwater for the year and will have massive difficulty making target earnings, and will be targeted for forced attrition so a naive new rep can come in and try the same thing you just did…clients just don’t get much incremental value any longer and can’t justify a nice to have to service in their budget. The “cult”ure is cliquey, management plays favorites and uses fear tactics to try and drive performance instead of developing skills for the long term. Short term sales are favored over long term value generation for clients. This absolutely exhausts clients who are on their third Gartner rep in as many years. If you share an idea or raise a concern that mgmt doesn’t agree with, you’re labeled as having a “mindset” issue and quickly worked out of the business. Not many reps at all are making their target, and if they do, it’s not sustainable as there are only so many companies out there still willing to shell out well over $100k per year for one person at their org to access materials, the knowledge of which can now be found on numerous free gen ai tools. This is a nearly impossible value proposition to sell into a client who is struggling themselves.