Satellite office has high turnover for Account Executives and RVPs which damages relationships with customers.
Sales Management is based out of HQ and is out of touch with territory. They don’t listen to input from local employees. Company wastes a lot of money flying people from HQ when local teams are perfectly capable of running Sales Cycles without micro management.
Seasoned sales professionals with 20+ yrs of experience are being told what to do in their territories which DO NOT even remotely resemble HQ territory. Market is softer in satellite locations yet zero acknowledgement from management, they just churn more reps.
Sales management creates busy work to generate pipe instead of acknowledging regional market forces and developing strategies for impactful go-to-market.
Core account teams only seem to understand CRM and Service resulting in missed opportunity to sell extended portfolio. Some are so ignorant on the technology stack they make incorrect recommendations to customers which damages our credibility in the accounts.
Overlay teams are deliberately excluded, even told by core not to contact customers, which causes significant internal conflict. Overlays seem to be second class citizens despite Benioff’s vision to expand beyond CRM/Service, and of course -Ohana . Ohana is for core sales and HQ, not satellite workers.
Reporting organizational dysfunction to management results in an HR ticket and a dismissal of your concerns. HR will interview the offenders who will collaborate against the feedback and then you become the problem. Even if you report a “customer complaint” about sales practices, HR gives lip service about how they aren’t focused on this area. So much for code of conduct- it’s not worth the bother to report anything.
