CoStar Group, Inc.
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CoStar Group, Inc.
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Former Employee Having worked at CoStar Group, I feel compelled to share my experience, particularly regarding the unrealistic expectations for hitting sales quotas, the frustrating commission clawback policy, poor leadership, and the challenges posed by a fluctuating market for their product.
The sales environment at CoStar is intensely metric-driven, with quotas that feel unattainable for most reps. The company sets aggressive targets, often requiring a high volume of daily outbound calls (sometimes 40–50+), regardless of client receptiveness. Many clients are uninterested or outright hostile, making it difficult to close deals consistently. Despite this, management focuses heavily on “dials” and raw numbers rather than quality or strategy, which undermines morale and sets reps up for failure. The commission structure is another major pain point. While the potential for commissions is touted as a perk, CoStar’s clawback policy is demoralizing. If a customer cancels their subscription—often due to dissatisfaction with the product or its high cost—reps are required to repay the commission earned on that sale. This can happen months after the deal closes, leaving reps with unexpected deductions from their paychecks. Given the product’s mixed reception (some clients find the data outdated or incomplete), cancellations are not uncommon.
2.1
May 15, 2025
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