Company has slowly crept from 'startup' to corporate and has not yet trimmed the fat of inexperienced management.
WFH has exacerbated the issues with management.
In the meantime, the managers have implemented manual processes (weekly) and ICP standards have gotten extremely limiting to sales reps goal of booking and closing deals.
It's easier to call out who we can't work with at this point than who we actually can. Little room for creativity in the sales process.
No surprise but the SalesForce instance is as bad as it gets, as a sales strategy, several duplicate accounts exist and multiple reps have the pleasure of crossing swords and reworking leads. Leads that are DQd are recycled for the lower level reps to discover the pleasure and pain of working an exhausted account. Wonder if this plays a role in poor sales forecasts?
Industry is very nuanced and the amount of unique challenges within the market make this a tough sell. Enablement lacks credibility.
When I first started, sales people looked to close / win every deal, now they look to follow every rule / dq every opp to protect themselves.
SDRs are baited with promotions and the carrot is dangled just close enough for you to believe it.
None of the perks listed on company Job Descriptions have transitioned during WFH / Covid.
Either join the Cult of ServiceTitan or move along.
