Where to begin...
1) Top leadership is completely removed and oblivious on how to run a functioning sales department (though the company as a whole is not far behind). CEO and CPO both clearly dislike sales, and furthermore have isolated sales and sales leadership completely in Boston. Zero support, and all the blame. Extremely unsettling and negative culture and attitude.
2) In 2016, not a single Mid-Market AE hit their number (only 2 retired more than half of their number). 1 of 10 Enterprise Reps hit their number (on an inbound).
3) In the last three years, the head of sales has changed 3 times (2 VPs and a COO). have been let go / fired / quit. In the last three years, out of 8 sales managers / directors, 1 remains. Complete turmoil, no long term vision, and CEO has zero patience for goals to be played out.
4) Zero culture or enthusiasm. The entire sales organization hates their jobs and the company, and is quitting in waves. Floor is often completely silent, and people can disappear for hours, days, weeks, and no one cares or does anything. No spiffs, outings, camaraderie. Dead.
5) Comp plan is completely ridiculous. A quarter of your annual commission is withheld until you hit your annual number. At a company where 1 person has hit their number in the last 2 years.
