Very few reps hit their quota in the enterprise space, especially in Employee Experience. Most reps are severely under plan. There's little to no transparency in performance of your peers, regions, teams, because performance is so low. They offer SPIFFS, promotions, and President's Club, but it's NEVER talked about. You have to really dig to see performance metrics for yourself and others, so if you're drowning (as many are), you feel siloed on an island. When I joined the org I was told 50% of reps make their quota, and it's been consistently under 10% (across all enterprise BUs) YOY. It seems like the bar was just low and sales reps could just coast and live off their base. However, we're being acquired by a PE firm and there's been a dramatic shift. Layoffs came, and expectations skyrocketed. Top performers having a rough quarter (among many others) are on PIPs and most feel like we're being pushed out. The direction of the company is uncertain and there's been a major shift in sentiment, unfortunately for the worst. Our internal engagement scores are at an all-time low, with most employees having little intent to stay. Additional FYIs: -be prepared for a brand new book YOY, which is tough when the average sales cycle is 6 months and the holdout policy is unfavorable (you automatically give 50% to the new AE), very tough to stay consistently successful -TRUE average deal size is 30k-60k (w/ 4-6 month sales cycles) with 1M+ quotas - Selling lots of new products so there's a lack of information on how the solutions work, the technicalities, and proof of concept - EX is the black sheep of the org, it may be the newest and"fastest growing" but expect much smaller deal sizes (with high quotas) and lots of growing pains
