This organization has the bureaucracy of a company 10x the size. I spend more time overcoming internal objections than I do external. I've been over 100% of my quota consistently yet every single year it is a grind and I receive no help.
Marketing is completely absent - they do a great job patting themselves on the back about how much pipeline they've created, but it is never seen at the field level. Every year at SKO they spray confetti and pat themselves on the back about how they made their number. I've received 3 leads in the past 24 months, 1 of which was a customer looking to place an order I already had in my pipeline. Based on internal discussion this seems to be a universal problem.
Beyond that the sales team is incredibly nepotistic and cannibalistic. Deals are scarce, so if you're working a real deal there may be 2 or 3 other AEs trying to argue with Sales Ops on why they should have it. NO JOKE: I spend 10% of my work time defending business I am working internally. You have no idea how demoralizing it is to sit on multiple 30-60 minute conference calls to argue over who should own a deal. To make matters worse they have changed the rules of engagement 3x in the past 12 months, and they do not give AEs any leeway on closing deals out, they just automatically expect you to hand business over, even if it closes the next day.
To top it off the management expectation is that you should invest 10-20 hours per week in doing you're own prospecting. I don't mind this as much as it puts the power of my pipeline in my hands, the only issue is they give us no data to work with, and our Salesforce instance is so dirty the information it contains is virtually worthless. I've heard there are some teams being asked to go knocking door to door like they're selling copiers. I can't enter most buildings in my market without an appointment, so hopefully I'm never asked to do this.
Post sale support is also terrible which means I invest a significant amount of my time babysitting accounts after they close to make sure they don't break their contract.
I've expressed these issues internally, but it's been made clear to me that I am the problem and I am not being a team player.
