Only 34% h...

Question

Only 34% hitting quota??? Why is this the case?

Current Employee · Accepted Answer

I would say 34% is high. Lots of turnover, long sales cycle, horrible management, and territories change multiple times a year

Current Employee · Answer

34% sounds high. Our pricing models are based on a small subset of use cases and accounts that consume vast amounts of data, and do not scale downward to many other accounts. As a result, I have sold deals under $200K that are effectively an ELA with no meaningful chance to upsell. That makes our "Land and Expand" model broken even in the enterprise space for too many accounts.

Current Employee · Answer

In my experience, it was a lack of valuable training and comprehensive product knowledge + a complete and utter failure in the marketing department + a generally poor GTM strategy with too many competing interests among the different GTM teams.

Current Employee · Answer

Probably more like 10% hit

Current Employee · Answer

My region last FY it was 10%.

Current Employee · Answer

The training is okay, but a lack of marketing is definitely a big contributor. They've gotten a billion dollars in funding in thier last two rounds and have some pretty big enterprise customers and yet no one knows who we are. There also have been some huge territory changes in the last year. As a bdr, I've had about 6 different AEs in my time here 2 of whom quit within 3 months.

Current Employee · Answer

Low attainment is due to growth targets set when company was 400 employees. At 3000, the growth rate is no longer 60%, more 15%

Current Employee · Answer

Average AE hitting quota is approximately 1 in 4, down from 1 in 3 a few years back. Celonis once openly reported internally on average individual achievement but now only reports on corporate achievement. Celonis is being disrupted by AI, taking away attention and budgets.

Notifications

Celonis

RepVue Score

0

Celonis

76.26

Anonymous Q&A

Only 34% hitting quota??? Why is this the case?