What's the...

Question

What's the sales culture actually like? Any major red flags?

Current Employee · Accepted Answer

Upper leadership is clueless about how government sales work.  For example, they decide to change pricing and make decisions in the middle of a quarter which impacts the reps.   The arrogance is ridiculous, and they don't ever approach sales for feedback on any important changes.  All they care about is trying to go Public and appeasing the VCs.

Overall sales don't have much support from the company.  The Sales Directors are powerless and are just data collectors.  You have to go to the VP of Sales + CRO to approve quotes, who then micromanage the Directors and Sales, while no other departments in the county are ever held accountable.  The support team has tons of turnover and marketing is non-existent.  All they do is host occasional webinars and create an additional one-pager.  We have hundreds of employees, and don't have a clue what they do, or what value they bring.  Meanwhile, we have key departments that are understaffed.  It's a shame because the LPR technology is outstanding.  This would be a well-oiled machine if we had better support and leadership.

Current Employee · Answer

Worse I have ever seen.  CRO appears to be emotionally unstable and top reps are leaving.  Sales leadership consistently promotes poor performers to directors who are glorified snitches and data collectors and fires them typically within 6-12 months when a scape goat is needed for poor team results.

Current Employee · Answer

Major focus on activity, with expectation that all calls and emails are logged in Salesforce. Poor support team structure around the sales team, with subpar performance from multiple departments that are critical to successful projects. Sales is seemingly the only team held accountable for anything. Leadership has little understanding of business to government sales, so tries applying B2B principles that are not applicable. Product to market fit is outstanding, so makes selling easier, which is a plus.

Former Employee · Answer

fear and intimidation is the culture

Current Employee · Answer

Worst sales culture I have ever been a part of. Sales is the only team that carries any level of accountability, while all of the support teams (PMO, Permitting, Field Ops) are full of subpar performers that do not think critically and cannot manage the volume generated by the sales org.

Notifications

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RepVue Score

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Flock Safety

80.62

Anonymous Q&A

What's the sales culture actually like? Any major red flags?