Vantaggi
TRAINING -Salesforce continually provides excellent sales training -Prospecting, account management, sales methodology, product training; they have a focus to provide best of class training PRODUCTS -Market leader in sales, service and marketing platforms -The market is maturing, but Salesforce stays ahead of the curve with continuous product improvements and acquisitions COMPENSATION -Can be a very rewarding career UPPER MANAGEMENT -Visionaries, coaches, mentors.
Svantaggi
ORACLE 2.0 -This terminology has been tossed around a lot thorough out these reviews. I view the Oracle effect on Salesforce through the following: 1) Middle Management -This is probably the worst part of Salesforce. These "managers" have been placed into these positions as the company grew too quickly. Salesforce will take Account Executives and place them into management positions without previous coaching/mentor experience -As a result, many (not all) of these managers will bastardize AEs. They are very quick to through AEs under the bus to save their image. -These managers have no skills at coaching, helping, or mentoring. -I have personally been involved in one-on-one meetings where I have experienced a manager insulting myself and my work. I have witnessed AEs quit after one-on-one meetings as their manager pushed them beyond limits. -I have also witnessed managers insult clients. If the client "pushes a deal" outside of the month it is forecasted, managers will become overly aggressive with the client to pull it back. Sometimes this tactic works, but it upsets the client and destroys future relationships. -Middle management will pick their favourite AEs and provide everything possible to ensure their success. 1.5, 2, 3x territories. Providing the best territories to their favourites. -I left Salesforce as my manager was insulting, rude, aggressive, upsetting to clients, and deceiving. They were not a coach, mentor, or visionary. 2) Territory Management -As stated in the Middle Management section, some AEs will get 1.5, 2, or 3x the territories -Management will tell you that each territory is cut evenly (laughable). So if an individual has 2x territories, they should have enough business to close 2x monthly quota -Even though these lucky AEs have double the territories, your monthly quota is equal to theirs -If these lucky individuals sell 50% of plan in each territory (making up 100%) and you hit 98% of your plan, middle management will act like these individuals are the next Glengarry Glen Ross. Middle Management won't even give you a pat on the back. -It is unfortunate to witness some individuals burn out quickly because they have to work 10x harder in a single territory as others have 2 or 3x territories with the same quota. 3) Transformation of the AE Role -When I first started, AEs were viewed as "consultants" with your clients. Your objective was to thoroughly work with your clients to uncover opportunities, manage the projects, and develop thorough business cases. Most importantly, we were to know our clients' business inside and out. -The AE role has now changed into a business development rep. -Middle management will have you call blitz your clients (which they clients get annoyed with), try to identify an opportunity, then pass it to a co-prime (Pardot, Data.com, Service Cloud, Desk). -The AE no longer works throughout the sales cycle. Management seeks to make the AE role into a transactional based environment -This is upsetting to anyone who enjoys relationship selling. -Many clients are becoming annoyed with the various AEs and Co-Primes continually connecting with them. 4) Quick Wins Now vs. Strategic Larger Deals -Management is so focused on monthly quotas that they will push AEs and clients into decisions before the sales cycle is complete -This could negate larger strategic deals as the client gets a "band-aid" fix.
