Is anyone ...

Question

Is anyone a Sr. Sales exec in the digital marketing org here ? I’m curious what the rep attainment is, work/life balance and how accurate the OTE posting range for this role is (188-338k). Thanks!

Former Employee · Accepted Answer

Rep quota attainment is typically about 40%. In the first year, an experienced rep can expect to make $130-190k, as it's a long game mostly attributed to establishing long-term relationships and credibility with firms/attorneys in your territory. Years 2-5 a rep can expect to make $200-400k, but it's dwindled since the comp plan was slashed.

In order to earn 250k+, you can expect a lot of travel in-territory, attending multiple industry functions each month, and 6-day work-weeks. About 60% of first-year reps churn within 12 months, as they don't tend to want to build their relationships with their target market, and they're disheartened to see peers making 20-40k each month.

The company has great brand recognition within the industry, however, their products are outdated and provide little/medium value to well-established law firms compared to competitors. Easy to get meetings using their 'Super Lawyers' award hook, but difficult to retain high-value clients due to lack of results.

Great reps hold monthly meetings with their existing clients and make conservative, insightful suggestions to increase product mix, which lead to revenue for sellers and TR. Expect to set 10-15 meetings/week and manage the full sales cycle from new prospect to solution implementation. The name of the game is to sell law firm websites (internally titled 'IM Solutions', and grow product mix from there. Management is often inexperienced in legal and digital marketing, making it challenging to receive meaningful coaching relevant to directly improving performance.

People are friendly and professional, but peer interactions are every-man-for-themself with quotas increasing and comp plan reduction, so look for experienced reps who are willing to mentor you and teach you the game (legal, digital marketing) quickly, and commit yourself to meeting and developing a relationship with as many firms as possible.

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Thomson Reuters

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Anonymous Q&A

Is anyone a Sr. Sales exec in the digital marketing org here ? I’m curious what the rep attainment is, work/life balance and how accurate the OTE posting range for this role is (188-338k). Thanks!

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