Pros
Great chance for cell phone and copier salespeople to play IT consultants - no experience in anything related to software or IT hardware necessary at all to meet minimum job reqmts. Gartner will give you a sales "talk track" and "script" to repeat, over and over. Ask at 90/120/180 days - you won't have to be creative or authentic "Sales" for 95% of the salespeople at Gartner is mostly collecting renewals from existing clients - easy to make commissions if renewals come in Commissions paid on bookings not on receivables - ex. order received on 30th of month is paid at the end of following month. Cancel/rewrite of existing contracts is a great way to re-book existing customers as "new" orders, and make it seem that you have "growth" - PREV, NCVI - all just the same numbers Thankfully, no competitors exist in Research & Advisory services - Forrester, CEB, etc. don't count They pay you "at-plan" for the 6 weeks of training in Ft. Myers as if you had made sales commissions. This is pretty unique among companies. Expense reports are processed fairly quickly for reimbursement Good starter sales job for recent College grads to get experience
Cons
"CULT-like" atmosphere throughout the organization. Sycophants and groupthink are pervasive. Pass the Kool-Aid, pick a flavor The "Advisory" model of dispensing advice, is just something some buyers in accounts will never understand or value. 20% turnover of sales force every year appx - stack ranking aggressively. Many people on "plans" You will be handed an Excel spreadsheet that lists your accounts - dogs and previous cancelled accounts (go convince the account to sign up all the same) Everybody is just ONE cancellation of customer contract away from being pushed out the door Very young, inexperienced sales management across the board - extreme micromanagement Any previous sales experience in IT is not welcomed - as you will bring ideas and knowledge that will only make mgmt uncomfortable Avg length of tenure in individual sales contributors (AE's) is appx 0-3 years max Territories and accounts are changed frequently Account ownership rules of engagement require the buyer seat-holder to be physically in your account or territory (even if the headquarters or account is on your list) So, you will NOT get paid for your sales. Telephone Blitz Call Days every couple weeks, spam emails also non-stop can turn your clients off quickly Anything other than "Net 30" terms will result in 5% carve-outs in booking and commission paid