Looking at...

Question

Looking at an SMB role, sub <25 employees. What is that segment like? high likelihood of getting a pip? Its interesting that the repvue score is 85%, yet every review I read makes it sound like this place is firing everyone for breathing wrong. Are the PIPs justified?

Former Employee · Accepted Answer

PIPs used to be straightforward till about a year ago, when they started handing out PIPs to people who were above their T6 and T9 targets simply because they wanted to fire them.

Current Employee · Answer

If you’re coming from a TERRIBLE company/sales culture then do it. If you’ve worked in any half decent sales org then this place will suck in comparison. PiPs are a way to let you know you have time to find another job and so they can avoid firing you by getting you to leave voluntarily.

Former Employee · Answer

PIPs at HubSpot are started when the T6 (trailing last 6 months quota attainment) is below 70%. 
If so, the rep is placed on PIP for three months.   
Also, beware of clawbacks:    they impact not only the commissions but also the current month attainment (double punishment).     Take that into account when reviewing the offer.

Former Employee · Answer

Former SMB rep my advice is to stay away. Zero sales motion and a unified playbook. SMB is a grind and all the existing named accounts are over saturated by absurd amounts of outreach. Monthly quotas are dependent on closing several Enterprise + deals however given the segment, the cost is unjustifiable which leads to heavy discounting just to get the deal through. In SMB the approach is get as much activity in and get as many deals in forecast and see what sticks. The biggest problem I have is the clawback structure which someone else echoed. Not only will a clawback count towards your attainment, they will also pull the original deal amount from your next months commission - I have never seen this and I've been a part of numerous sales orgs. Another key component is regardless of the outcome - if a company cancels or stops paying at any time during the 12 month contract it's thrown against you. Never in my life have I ever heard of a company not fighting back for collection or legal action instead they just take the initial amount reps get paid back and turn the page.

Current Employee · Answer

Based off last year's segment data: you have a 60% chance of getting PIP'ed within your first 1 8 months. On the attrition front: 55% of reps quit or were fired within their first year. It's extremely tough to hit your number, and it's only getting harder with the economic conditions.

Former Employee · Answer

To answer your Q: SMB is a grind. You can make good money but you will be hustling hard.

Regarding the score: HubSpot had over a 90 a few years ago and it’s been on a steady decline ever since. Your territory dictates your success. Repvue really should show the YoY changes in the score

Current Employee · Answer

Most reps who go on PIP actually pass them. The SMB role isn’t easy, but any sales job worth doing that’s going to push your skills and help you be a better sales person won’t be easy. If you’re not afraid to put in the hard work to be successful it’s an awesome place to work with opportunity.

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Anonymous Q&A

Looking at an SMB role, sub <25 employees. What is that segment like? high likelihood of getting a pip? Its interesting that the repvue score is 85%, yet every review I read makes it sound like this place is firing everyone for breathing wrong. Are the PIPs justified?