How challe...

Question

How challenging is it to meet sales targets as a new Account Executive at Info-Tech Research Group?

Current Employee · Accepted Answer

It's Insanely difficult! Often times what happens is even if you find a viable prospect that is interested in the product eg. (Director of IT, VP of IT, CIO) they don't control their budgets. Oftentimes they have to go and ask finance or other business stakeholders and you will find out quickly that business stakeholders do not care about IT. All most business stakeholders see IT as the people that plug in their computers and that is it, which is kinda unfortunate. Also, new reps who hold the ACD title (Associate Commercial Director) have an average close rate of 7.5%, and of all of last year's new hires only 1 hit quota. Unless you are coming here to be a BDR I would steer clear and even then with the amount of support the sales org gets I'd still stay away.

Former Employee · Answer

Hello,  
It's very difficult to meet sales targets at Info-Tech.  Quota is $205k for first year reps,  and after a year it moves to $400k. 
No one came close to the $400k, even the reps that were there for over 3 years. A rep who had been there for 5 years was let go due to missing targets.

Former Employee · Answer

Very difficult. Look at the level of churn the company has. Do a search on Sales Nav for the number of AEs that have come and gone from there in the past 3 years. It's absurd.  Especially the field reps they hired. Mostly Ex-Gartner folks who they threw money at to join. When these people all realized that ITRG has no brand reputation within the F2000, they all bailed when they massively missed their quota and jumped to a better opportunity (as any good salesperson would).

The only people making quota are a handful of individuals who are in the inner circle. All of the core sales leadership is based in London, Ontario. If you're not from there, good luck getting into the inner circle. It's (mostly) a bunch of guys who got in early who have never worked anywhere else. Look at all of the most tenured salespeople at ITRG and where they've worked. It's horrible if you're an outsider.

You're probably going to get a crappy territory that hasn't been cleaned up in years with a bunch of accounts that are sick and tired of being spammed. You'll maybe get one good inbound lead a quarter, the rest will be tire kickers just looking for a free template for their little IT project. All of the good leads go to the inner circle. They'll sell you on the awesome comp plan, but if you look at the dashboard of who actually hit their quota last year, it's probably 10 - 15% of reps. The sales org is incredibly bloated and is run very poorly. They use a very poorly designed island model. You're a full cycle rep with virtually no marketing support and it's not segmented very well at all.

Former Employee · Answer

The prior three answers were complete. Run away FAST.

Former Employee · Answer

Incredibly difficult - people were hitting quotas easily when there wasn't a tech downturn, but in 2023 there's almost no one hitting quota with a lot of turnover. There are a few that were given favorable territories within industries that were not impacted where it would be easier to make a sale. I would personally not recommend it.

Current Employee · Answer

My first two years, I made P-Club with ease honestly. Not sure what all the comments are below are about. There are remarkably successful field reps that have doubled their quota number and just make $$$. The engage division is the best place to be. Acquire has been struggling but new leadership should help. Field has issues with leadership in my opinion but if you have a good network for former clients in your area, it isn't that tough.

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How challenging is it to meet sales targets as a new Account Executive at Info-Tech Research Group?