Losing sight of the core values the company was founded on. Growing to fast and not able to keep up with overall growth. Seeing lots and lots of angry current customers...
8/10 if you don't have 5-6+ years of inside/outside sales experience, you will only be considered for an SDR or BDR role. This could be fine, but the role should incorporate more closing of business if you are basically expecting people to take a demotion for the role and not articulating the position clearly (this could just be an issue with my office though).
If you are on the BDR team you can be the hardest working person and still not hit your number because of how your quota is attained. Your manager will "help you" come up with "strategic plans" to hit your number (basically just tell you to make more calls/set meetings) but it doesn't matter because if you AEs refuse the meetings, don't feel like moving them to a stage 2 (everyone perceives what this means differently), don't have time to take them until the next month, etc. then you are screwed. BDR management doesn't align with AE management at all. Therefore, they don't care about anything except their AEs closing deals (I don't blame them!), they are annoyed when BDR management comes complaining that their AEs aren't working with their BDR... This is just not a conducive business model and doesn't help growth initiatives.
Not everyone is measured the same. You could be aligned 2-4 AEs or 10-15 AEs as a BDR. Either way, these people are expected to generate the same amount of "stage 2" opportunity. If you have 2 AEs that are busy, don't work in your office or don't have the "need" for a BDR to generate pipeline - then you have NO chance of hitting your quota.
SDRs, BDRs and AE's are all expected to generate their own pipeline - which makes sense but it is causing people to compete with each other which takes away from making the customer #1 priority. This is especially bad since the Mulesoft migration... (from BDR POV)
Although Salesforce always talks about endless internal growth opportunities, this is def not something that I have seen to be encouraged. You are pretty much forced to take the typical promotion track.
BDR Management is way too pushy with BDRs setting new meetings and business, while this should be a significant responsibility, lots of customers get mislead, forgotten, or treated with poor customer service which eventually will backfire (I have already seen it backfire a few times!)
As a BDR you could generate $5mil in the pipeline one month, but only have 2 stage two opptys on the board (you need around 6-8)...which means you will miss your quota. Others could have 6-8 opptys on the board which only adds up to $300k in pipe for the month, but they will hit quota.. Doesn't make sense.
