Sales is mismanaged overall, but I believe that's changing as of today with a new leader (Good luck to you, I hope you make a difference). Targets were not communicated well multiple times, Sales OPS hardly ever got the numbers right and would incorrectly present numbers in team meetings which is idiotic!! The team would then be insulted in those meetings and there was no understanding of why or how the numbers were off for most situations. Targets had multiple increases during the quarter and commission structures were changed (In the negative) during QTR as well, absolutely destroying AE morale and hence a consistent turnover (You should not be losing an AE every 2 - 3 months, which clearly indicates a poor working environment but it was blamed on the people. Also if you don't have anything nice/professional to say about a previous employee... THEN DON'T SAY ANYTHING!! especially to their leader or teammates!). Team members were not paid correct commissions because another salesperson stole their deal or simply because "We can't afford to pay them X commission each month if they keep overachieving" (This sentence was the dumbest thing I've ever heard from a Sales manager ever!! She said this word for word!!). It's said a lot that culture is Xplor's priority but my experience was it's a selling point to new Xplorers but not the practice, especially when times get tough!! The Monday meetings don't work, it feels toxic (More so now than previously), Constant badgering and lifting of output targets when teams are underperforming does not equal better performance or outcomes, it's demoralizing and there's no real interest to understand WHY things are currently low... So ASK YOUR TEAMS!!. BOB goals are forced and not genuine, stop using SMART (Model) goals because they aren't written as valid SMART goals, they're handed down from the head of SME and used against you if possible but the employee doesn't want to write out said goal and yet the employee is forced to... This makes no sense. You're forcing them to put their name to something they don't believe they can deliver and then they fear punishment for something they would never normally agree to write down.
