1 - CANCELS! Xerox has a "Chargeback" policy, where they charge back revenue lost if a customer cancels a lease or turns in a device after lease is over and doesn't renew. They charge back the revenue to the sales employees yearly budget, so that sales rep has to "outrun" that cancel by producing more revenue. Extreme downside here is that most times, these CANCELS have generated revenue for Xerox long before employee was ever with the company and they still hold them responsible. These are such large numbers sometimes that you would see millions getting added to a yearly quota, thus being a demoralizing event for a sales rep. It also forced reps to focus on these accounts, where they spent less time on new business and driving new sales. Fear of cancels is not condusive to producitivity. This makes sales reps very unhappy and ultimately the deciding factor when they leave.
2 - Low salary after comp split. It's very hard being a sales rep that has the most expensive product line and you should be paid like that is the case. You may win more deals than your closest competetitor, but they get paid more than you do!
