Sales Reps are consistently demoralized by top leadership decisions. Compensation plans and quotas are frequently adjusted in ways that make it difficult to earn commission. Agreed-upon quota and commission structures are changed frequently with no notice. Including changes in agreed percentages of commission payout after deals have already been won, resulting in lower payouts than in original agreed terms.
Also, the Sales Rep's closed revenue is determined by the engineering departments decision to close / bill when they are ready to do so which means that Sales Reps have no control over what can be billed in a month which negatively impacts our commission.
Top performers are often “rewarded” with increased and uneven workloads compared to lower performers, rather than sustainable incentives. Base pay for experienced sales reps lacks consistency. And in my experience, direct management has little ability or desire to advocate for their Sales Reps, so these issues are accepted rather than corrected.
In addition, the CRM system and sales tools are severely lacking in effectiveness, creating unnecessary inefficiencies. Sales reps are also expected to take on accounting and collections responsibilities, which takes away from time that should be spent prospecting, selling, and winning new business. Overall, there is a lack of transparency, stability, and support which makes it difficult to stay motivated long-term.
