How would ...

Question

How would you evaluate the leadership team at Dell Technologies in terms of coaching and development for their sales staff? Based on your experience with leadership, would you recommend pursuing a sales career at Dell Technologies?

Former Employee · Accepted Answer

2023-2024 - the span of control ratio for managers to sales team members is so large it is difficult for frontline sales managers to do the things they want to do (develop their people, invest, dig in where needed etc).  In years past, a manager might have 6-8, or maybe 10 (I had 10 in 2019).  Last two years - the avg mgr might have 13-16 direct reports.  This is what dell has done with flattening the org.  Imagine being a frontline leader and attempting to have 1:1s with your team members every week with 12-15 direct reports.  That's almost 2 full business days (good managers will also prep for these 1:1s based on what the AE needs or Mgr needs/wants to focus on w/them...).  TLDR - it's gotten harder to coach and develop teams given the large ratio / span of control the bean counters, COO office, and McKinsey consultants have implemented in the business model...pursue a sales career there?  Sure.  Be picky on the sales segment and go upmarket to Enterprise if you have the skillset and background, and be picky on the BU (business unit/product group).  Know what you're getting into (goes for anything).  Good luck.

Current Employee · Answer

If you're new to sales, it's a good place to start. As for leadership, it's changes up quarter by quarter here. I started out hitting attainment and everything was awesome. Then they started changing everything now it's tough for all of us. Like 50% or less attainment tough. No where near OTE

Current Employee · Answer

I’ve never met anybody unwilling to help, but a lot of self development you’ll need to own personally.

Former Employee · Answer

The leadership team at Dell at the moment is in denial and the worst thing is that they don’t care. 
It is all about “ Play The Game” protect your job, your network job and not the best interest of the Company. Innovation , outside of the box thinking, creativity all Gone.  No to answer your questio

Former Employee · Answer

Dell is not known for coaching and developing their sales staff,  except at entry levels.
the model is more designed to keep you trained on offerings and products, annual compliance, and their social causes (most recently DEI)

way more energy spent on coaching you to keep your pipeline updated,  hygienic, and sufficient to meet the growth plan you received.   it is not that common to have a leader coach you on a specific skill, gap or opportunity.

Former Employee · Answer

The EMC inside sales program is one of the best, once you get to the field Dell sales people are pretty low tier in terms of sales skill

Former Employee · Answer

This is something that I’d consider difficult to answer in a blanket manner. Like many places, this can be wildly different between leaders. At the top I think they would like to say everyone is supportive and always willing to help. The reality is much different. Some will always be better than oth

Former Employee · Answer

I would not go to Dell unless you live in Round Rock / Austin. That way after a layoff or something you can interview for other positions. I hear rumors that there will be another layoff coming soon, typically that would be in January or July. The company is suffering now thanks to AWS and Azure.

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Anonymous Q&A

How would you evaluate the leadership team at Dell Technologies in terms of coaching and development for their sales staff? Based on your experience with leadership, would you recommend pursuing a sales career at Dell Technologies?