Help make sense of it pls 'we've identified 100 reps who have consistently missed expectations' ... isn't it mgmt job to get ahead of that? not blame?

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While the sales org wasn't ever 100% perfect with strategy and execution. I know many people including probably the so called "100" that put in expectational hours to make up for poor leadership decisions. I cannot express this enough but there are probably less than 1% of the sales org who may have been in the very laid back about sales but I can guarantee that every sales rep there put in a ton of effort through all the key leadership and strategy changes throughout the years. It really makes my blood boil that the sales org has been thrown under the bus after the many sacrifices each one has made to their own personal life to meet an increasing goal with terrible guidance and execution on new strategies *cough* re-segmentation *cough*. There are people that need to be fired but its not the people at the bottom.

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The Cloudflare sales organization is weird. Processes and procedures are years behind industry standards. Rep attainment is poor. Employees are retained well beyond their expiration date, for whatever reason.

But, management is doing next to nothing to help. Good reps are getting thrown under the bus for leadership's mistakes. This latest move is proof of that.

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Leadership framing layoffs poorly.

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Those 100 reps supposedly underperformed 5 quarters in a row at 20% of their target while other reps hired in the same territory/segment in the past 18 months did reach 100% or more. Not a bad move to let them go if that’s correct but blaming them for not hitting expected earnings is a bit weird. Has to be said though that internally only comms from CRO and COO went out in a much nicer and friendlier way.

People from my team were already leaving left, right and center before today’s events so wouldn’t be inaccurate to say they should take a hard look at themselves as to why that is.

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It's not surprising Matthew prince would throw his sales org under the bus.

Historically speaking this organization has always been poorly run with reps fighting over accounts and management that has no real knowledge of the product.

If this messaging doesn't make it clear the issues are systemic I'm not sure anything will.

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That's a very good question. Quota's even tend to increase in lieu of that fact.

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A fish rots from the head. Matthew Prince is actively antagonistic to the sales org and unwilling to push product and pricing to motivate customers to buy.

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Anonymous Q&A

Help make sense of it pls 'we've identified 100 reps who have consistently missed expectations' ... isn't it mgmt job to get ahead of that? not blame?