Why do rep...

Question

Why do reps stay at Box if quota attainment is so unbelievably low? How can someone possibly be promoted from SMB>MM>ENT if you’re not part of the 10-15% hitting quota? Such a small % makes me think QA is “luck” or territory based.

Former Employee · Accepted Answer

People who are missing numbers stay for a variety of reasons. Compared to other places of Box size and age, it’s a more chill and friendly environment. Most big deals at Box are customer expansion and the AE helps the customer buy. Few sizable net new customers are created these days.

Former Employee · Answer

Former employee here. If you take a SMB/MM role, do not expect to take get promoted to MM/Ent. There is a lot of luck with territories, but I will say it is slowly getting better with dynamic territories. PMF is tough because while Box's strong suit is highly regulated industries (A&D, Life Sciences, FinServ, etc.) a lot of IT folks straight up do not think content management is a high-priority initiative. Additionally, the ICP is not well-defined because Box can be used by any company in any industry in any department: if your ICP is everyone, it is essentially no one. With all this being said, despite territory luck and an iffy promotion track, I believe reps stay because it does have a solid culture and is generally a chill role for AEs even if you are not hitting quota (which is most).

Current Employee · Answer

A lot of reps will land at 70-90% annual attainment, which is relatively high compared to other sales orgs right now.

Current Employee · Answer

It is a combination of luck and politics. Most people stay because there is/was very little oversight and people could get away with not really doing much work without being at risk of getting fired.

Former Employee · Answer

You basically answered your own question. Territories vary a lot. If you consistently hit quota (which makes you part of that top 15%) you’ll be up for promotion. The one upside is they are very clear about what is required to be promoted.

Former Employee · Answer

Box has an amazing culture! They are paid well and not a lot of pressure to hit your # so that's why you'll see reps staying!

Current Employee · Answer

Some people get lucky here and there but 99% of the people who crush are hard workers and good sellers. Only about 10-15% overachieve but A LOT of people get close (80%, 90%, etc).

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Anonymous Q&A

Why do reps stay at Box if quota attainment is so unbelievably low? How can someone possibly be promoted from SMB>MM>ENT if you’re not part of the 10-15% hitting quota? Such a small % makes me think QA is “luck” or territory based.