Almost cult-like. It is a great company and they should be proud of it, but it is weird how highly they think of themselves.
Most of the money is for enterprise reps. They seem to all hit their numbers, but the lower level AE's hit their numbers at a MUCH smaller percentage - less than 5 reps in 2017 in Dallas office were at 100% of quota - only 1 of which was fully ramped quota. Management skews data by talking about people who hit quota, but only because they use ramping reps with smaller quotas to make their numbers look better. Or they use quarterly numbers but dig into the data - most reps do not hit their numbers in consecutive quarters or on any kind of consistent basis, but then they will spike.
They say they hire the best of the best (only 3% of applicants get hired) but they pay very low. This defies logic. Why would you be so picky about who you hire, but then not pay them well enough to keep them? Arrogance - which runs rampant in this company.
Upper management who have been here for a long time thinks they can do things in 2018 the way they did them in 2010. Qualtrics is now a consultative sale for large dollars, it is NOT (most of the time) a 3k solution where you can hit your numbers if you make enough dials. The sales are bigger, so the cycles are longer, but upper management has not changed how they approach the sales cycle. Instead they focus on an antiquated quadrant (which most everyone fakes their data) and tell people to make more and more dials, rather than be strategic.
Speaking of management - just because someone did well in sales, does not mean they are a good manager. Really need to focus on improving the leadership of the management team.
Speaking of the role specifically, you will be over promised A LOT of things in the interview process. Be careful. You will not make nearly what they say you will unless you get a whale. That is basically the only way people hit their annual numbers is if they are fortunate to get 1 huge sale every 9 months or a year. It is near impossible to hit your number on a quarter by quarter basis. Most of the best reps have a bad 6-9 months then get a huge sale and repeat the cycle.
