What teams at this point in time (line size, vertical, product) do you think have the best prospects of success for reps over the next couple of years?

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Accepted Answer

CMT (Comms. Media, & Technology) continues to be a bright star.  It seems mid-market is in a bit better shape than enterprise.  However, 2023 remains tough overall.  MuleSoft - specifically RPA - is where I would start.  Lots of ground to make up vs. the leaders (UiPath, Automation Anywhere, Microsoft, SS&C Blue Prism).  But, still lots of market share to be had.

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OMG, that is so hard to say... I am ex-Salesforce, left last year before all the layoffs started (for private reasons) and I was recently approached if I wanted to rejoin. EMEA based.

Let me just tell you that all my former colleagues (spoke to 10+ from AE to SVP) - and we jointly used to looooove Salesforce, like hardcore Ohana - recommended me to stay out of Salesforce for at least another year or 2 and then reconsider how the environment developed. Success doesn't seem to be in your own control at the moment, they aren't done reshuffling, the old culture is dead. All way too many risks for any potential benefits...

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Although i had an extremely slow Q1, I am noticing some great opportunities building with my accounts in GRB (50-200 employees, install base and prospects). What keeps me from looking elsewhere is the amazing culture and management in the SMB space that I hear many reps complain they miss upmarket. The base and comp obviously grows as you climb, but if culture and W2L balance is important to you, the SMB space has been an enjoyable experience.

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Depends on the market. All the answer are really good and it’s true the old ohana culture is gone. I really believe there are tons of possibilities in the mid-market (ebu is freaking slow now) for MuleSoft and Platform. I see also a good potential for DataCloud with a marketing support.

However it’s not the best moment to join salesforce TBH, but if you got the chance take it and ride the way (and try to don’t be laid off in the first six months 😅)

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Speaking in reference to Core AE roles…

I would also co-sign CMT as well, not everyone is doing well but roughly 30-40% of people in that part of the business actually hit quota ($1.5-2M quotas) last year. If you can’t get into CMT, I would say try to go Mid-Market in any other part of the business because you’ll have more “at bats” and there’s a likelihood that you’ll get a company or two that’s still growing and has projects.

Enterprise can be pretty tough because you really are counting on 1-2 accounts to bring in 80-90% of your ACV.

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You've received some great answers so far. I would suggest staying out of enterprise #1. Most enterprise accounts have a health Salesforce footprint and very few are thinking about expansion right now.. most have shelf ware and are thinking about swaps rather than new business opportunities.

CMT has done well for a long time and likely will continue to do well. In my opinion, if you are just getting into Salesforce, it may be a good strategic decision to choose a lower performing segment that you're interested in (i.e auto, manufacturing) or a segment that has historically performed well but has had a few rough years (HLS). Those "poor performing" segments will have lower targets and when the market turns, there will be a lot of opportunity there. Plus, if you're entering Salesforce now, you will likely be safe from layoffs for a year from what I've heard. Good luck!

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Core team; FINS team
I wouldnt start with a "co-prime" role (product specialist like Mulesoft, Tableau, Marketing Cloud, Net Zero Cloud, etc.) - most people who got fired recently were "too specialized" versus being a generalist at your job

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Anonymous Q&A

What teams at this point in time (line size, vertical, product) do you think have the best prospects of success for reps over the next couple of years?