Gartner reviews

Terrible management- they promote salespeople with no management experience. These people typically got lucky with their account set and got a promotion. They typically drink the kool aid hard and only manage up. Rigid processes- they have a sales process they want you to follow. Lots of micromanagement. You typically have a really small account set and if you follow a bad AE or accounts are cheap or having financial problems they will have no empathy and you will probably be fired or micromanaged to death. I’ve seen about half my training class be set up for failure and about 30% of the people in my training class have already left and about 70% are trying to leave including me. Price of services has exceeded the value- they have increased the price of the product so much it’s really overpriced. Management will tell you to sell the value. The value even if the customer is consuming the product 100% doesn’t equal the cost. Very hard to sell new business and retain business with the bloated cost and lack of value. Terrible overall culture- they constantly make you feel like you aren’t good enough. People are in silos and if you have a terrible manager it’s hard to get help. It’s all about driving revenue despite selling what the customer actually needs. They want you to be extremely pushy and salesy making you look like a used car salesman. I feel gross as a salesperson doing selling the way they want me to.

Cult like environment, sickening cliquey vibe particularity with sales managers who have their favourites and give special dispensation to the chosen ones. Horrendously suffocating bureaucracy. Nothing short of blind positivity bordering on stupidity and strict adherence to a very prescribed and failing sales approach will suffice. You are a cog in a machine operating in a way dreamt up by some chino wearing Arlington yuppie. There is no room for independent thought. But the machine doesn't work. Curiously, the consistent strong performers seem to have licence to diverge from the Gartner way and hey presto, do very well - perhaps the Ivy League wannabes west of the pond should take note. The attrition rate is eye-watering. By my calculations only 20-30% of BDMs do well and that is against very low targets. The rest are chewed up and spat out after a period of substantial metric-based and emotional pressure from management - lot's of wishy-washy talk about "damaging your personal brand." Perhaps they should consider the external brand of the company with the same forensic vigour...