What is the sales management style embraced at IBM?

Question

Accepted Answer

Micro-management, like at virtually every other large tech company. Massive focus on pipeline reviews with virtually no focus on development, coaching, worthwhile enablement and actually helping you be more effective in your role.

Answer

Absolute chaos with fire drills preferred.   Deals take 10 months to close but all of the work must be done in three days followed by 8 months of delay and black holes then two days of extreme demand then two more months of waiting to see if something comes out of the ether.

Answer

Absent.

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Methodologically, you have to appreciate the 100+ years of selling technology experience distilled into a solid sales method. It has a lot of accountability ingrained, clear steps and expected outcomes. You need to understand that first and all the tools that you have at your disposal to make your quota. On average, IBMers go through 1.5 months of training per year and more if they are on a sales role. I have not encountered yet a more sophisticated (and at times infuriating due to its complexity) selling machine. Think of it as riding a worm on Arrakis ...  :)

Answer

It depends on the segment you work but it can vary from micro-management for entry level jobs to less so for mid to senior level jobs. Teamwork is everywhere but the people that move up and get noticed are the ones that promote themselves often and showcase their accomplishments.

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Anonymous Q&A

What is the sales management style embraced at IBM?