Sales mgmt needs a complete overhaul. It's still very much a "boys club" with an extreme amount of corporate politics. The goals are unrealistic, yet the company still shows it's making their number. This is due to the company placing a higher quota on the sales org than the companies anticipated financial performance. There is a significant gap in the "haves and have nots" amongst sakes reps.
Not all territories are created equal by a long shot. It takes a long time to build up a pipeline and close deals. If you are not making your number or very close to it within a year, you WILL be managed out, even if you're on the uptick. Managers will remove s significant number of reps on their team and the company will not even consider looking at the leadership qualities / styles of its sales management. Lastly, the training is lacking. The expectation is what I would call, trial by fire. In my first year, I wasn't shown a demo of the core product itself. The HR department is negligent at best. HR complaints almost always side with the company even though they boast of policies in place to support and protect employees. Extremely hypocritical. I've witnessed numerous cases of this in my 5+ years with SAP. Lastly, you're expected to work 40+ hours consistently. I was told numerous times since I've been here...this is NOT a 40 hour a week job, period." There is little to no life balance, but yet we are told this is "being worked on" at Sr leadership levels. Certainly NOT in the sales org.
