What’s the...

Question

What’s the culture like? Specifically, I understand working hard is important but is it really cut throat? If for any reason a rep falls behind in their numbers, is leadership helpful with coaching or do you typically get PIPed out immediately?

Former Employee · Accepted Answer

The sales team is supported by other departments working closely alongside them such as the Business Value, Implementation, Account Management, Cards, Marketing, and Sales Engineering team. The combination of these teams is what builds the ultimate sales team and sets team members up for success.

Current Employee · Answer

The culture is inclusive, low ego, and very collaborative. Motive's made a lot of investments in Enablement, Marketing, and the technology stack to help reps get more effective and efficient. Also, Sales leadership puts in a lot of effort to coach and uplevel reps (internal promotions are encouraged and happen).

Former Employee · Answer

Toxic culture.  Turnover is very high.  They've hired 50+ ENT reps in the past 12 months.  Likely half of them will not be there in a year.  Sales leadership picks favorites and funnels inbound leads to them.  Territory moves, account switches are a monthly occurrence.

I've been a very successful ENT AE at 3 different companies with over 3-5 years of tenure at each.  Motive was the worst experience in my professional career.  Would highly recommend looking elsewhere.

Current Employee · Answer

I new to the role and on verge of being pre PIPed and it's not for a lack of effort on my end. They are not shy about getting rid of people and it does bring down morale.

Current Employee · Answer

The sales culture, or lack thereof, is toxic. You can validate the extremely high level of turnover by checking tenure on LinkedIn. Leadership is very green and unable to provide seasoned reps meaningful guidance. You will be pip’ed for missing one month and then stay on a pip for rolling 6 months.

Current Employee · Answer

The culture is extremely cut throat and full of micro management.

Daily meetings with your manager to talk through how many calls, meetings, etc you will have. I don’t think I have ever seen someone keep their job after being ‘PIP’ed. It’s also not uncommon to just go through a layoff/RIF.

Former Employee · Answer

Unless it’s changed in the last 18 months (hasn’t from what I’ve heard), then no, leadership isn’t helpful…it’s a churn and burn factory. Doesn’t matter if you’re close to the number or not, a miss is a miss and they run through reps as fast as they can hire them.

Current Employee · Answer

It depends on the market segment that you are in. In MM if you fall behind 60% on a quarter you will be PIPed out immediately. There is very limited coaching or assistance at that point. This occurs even if you were at 200% to quota in the previous quarter.

Current Employee · Answer

Check out how many sales positions are open and the average tenure of the reps on LinkedIn.

Some enterprise reps only make it 6 months when that is actually the sales cycle.

PiP or layoffs.

Current Employee · Answer

I hear markets are different  (SMB/MM/ENT). Culture is how the managers coach. Many are number pushers and helicopter everything. Most people get PIPed out or leave. I’ve heard of people being on PIP/fired if they are hitting quota but if their metrics fall short (70 calls/day).

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Motive

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Anonymous Q&A

What’s the culture like? Specifically, I understand working hard is important but is it really cut throat? If for any reason a rep falls behind in their numbers, is leadership helpful with coaching or do you typically get PIPed out immediately?