Why is quo...

Question

Why is quota attainment so low when the product seems to solve such a clear problem?

Current Employee · Accepted Answer

The sales leadership, while experienced, just doesn't value people.  They are an asset to be depreciated. Once they are used up, they are discarded.  They have not done a good job of retaining talent and going through some growing pains now.   The product is good, but too much turnover is hindering perfromance due to a lack of empathy towards their sales teams.  They take feedback but never address the issues.  The culture is so fake.

Current Employee · Answer

Rebate management is far more valuable to enterprise with massive buying power and a large variety of rebate deals. They will just see more RoI and a better system to grow than a small company that doesn't spend enough to even get rebate, unless they're acquired and parent company does the rebate.This means a few good enterprise reps sell a seriously valuable product which big groups pay big money for and AE blows up quota. SMB AEs you are basically BDRs to find 10 out of thousands of accounts a year that will eventually see value if price is low enough (then AE doesn't hit quota) SMB is there for logo acquisition

Current Employee · Answer

It's all smoke and mirrors. Quota attainment is low because the leadership is terrible. The way a lot of the sales org is setup makes no sense. At first, you think it's a great company, than you begin to peal back and realize the sales team is doomed.

Current Employee · Answer

Quota attainment and getting paid commission are completely different at Enable.
Deals that you "win" have an opt out clause that allows the customer to cancel typically within 9-12 months.....this means you don't get paid commission until it's past that opt out date = $0 commission for most sales reps in their 1st year, and very little in their 2nd year as they'll likely get terminated before the commission payout.

Former Employee · Answer

I agree with the comments of "real" enterprise, which they describe as strategic accounts having tremendous value. Sr. Enterprise and Enterprise, which is really mid-market and mid-market/commercial, is a lot different there you're a BDR just sending 200 aimless emails, making 100 calls a week and hoping something sticks. Territories make absolutely no sense whatsoever. Ive seen reps that I know are great come to hate their careers and jobs because of this company. I'd stay far away with the only exception if you get a strategic accounts role.

Former Employee · Answer

Territories that are allocated to reps are super small and random. Many of the companies that we prospect into are tiny or have no need in using a rebate platform. Quota is based on factors which reps have no control over and yet they are penalized. Many reps experience burnout because upper management are cutthroat and nasty, so motivation can often dwindle.

Current Employee · Answer

Attainment on my team (Sr. Enterprise) has actually been great. A few guys have had 7-figure years. SMB is tough for sure, but this a good environment to learn that in.

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Anonymous Q&A

Why is quota attainment so low when the product seems to solve such a clear problem?