Pros
Good base wage and monthly bonus commissions for doing base metrics, such as making phone calls, helps make up for the very long ramp with deals taking 9-12 months. It’s also a pro that you typically only have to make Q4 number to go to club. The support team goes above and beyond and is a great part of the team.
Cons
Where to start? The best place would be asking about the cupcakes, worth asking about in the interview. Commission plans are typically made available months into the working year, while this is happening the focus on opportunities can be daily for an enterprise sale that takes 9-12 months, so there is opportunity to improve the cadence of reporting and reuduce the channels of Slack, Whatsapp, sms, email, phone, Chatter and more. The lead management and territory allocation is a weekly talking point and needs to be addressed, the commercial team will typically to be working enterprise accounts as the CRM data is incorrectly allocating it to them, often focusing on a smaller sale and cycle. As a B2B product, it looks challenging to fit under the new Adobe go to market with their focus on accounts that are primarily B2C that will have Adobe Campaign positioned first for them. Interviewees are encourage to ask about how many reps make their number each year. The quoting process needs an overhaul as it consumes hours of unnecessary time and double handling, and typically requires worldwide approvals and takes several days of emails to send a quote to a customer. Accounts that are over 18 months old will be managed by another team and do not have the attention or focus from the sales team, there is an opportunity to improve this for customers.
