The major issue as I observed during my time was with the so called outside sales department, which is a glorified inside sales department (they have a separate inside sales department) overpromising customers and avoiding full disclosure on important technical matters (or dancing around it) in conversations with customers. This does not apply to all sales reps. It’s basically a Lead Based Sales that anyone can do, it reminded me of Glengarry Glen Ross as the vast majority of sales are from leads and renewals. Sales reps in some teams with weaker managers actually fight over the assignments of these leads, and some of the sales managers are very good at manipulating the system to assign the leads to their favourite reps. I saw it firsthand how a few sales reps, hard working or with the mind of their own, got let go because the lead assignments was tricked. In that respect, I would say sales reps and sales management are overpaid, anyone can close those sales to desperate customers with no access to fast Internet. I don’t agree with some of the comments about other divisions of the company, the core competency and the background of the CEO and others as engineers are good elements. At some point, they may realize they could outsource the sales department and concentrate on their core competencies. Ultimately, I believe they will find a buyer and it will be sold to a larger company if they have enough revenue.

Posted on 21 December 2011 by Rater #7 | Flag as inappropriate

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