Quota Atta...

Question

Quota Attainment across the board looks pretty solid on here.  Are all teams still seeing relative success? or are there some headwinds?

Current Employee · Accepted Answer

Yeah I wouldn’t say anything out of the ordinary in this economy. ServiceNow has done a really great job at positioning the platform as an enterprise management solution. Specifically outside of just IT ticketing, it acts as a layer of engagement that integrate with systems of record for a better experience (within IT obvi but also in HR, Customer service, Legal operations, security, risk etc). All the associated benefits that come with that as well are things like greater visibility, simplicity, UX, tracking metrics, consolidation. What I’m trying to say is that the platform is very versatile for how organization want to use it.

Current Employee · Answer

There are headwinds. There are many different sales roles within the organization, including multiple verticals and product sales. The answer will vary by those.

Former Employee · Answer

Certain BU’s outperform others, others are promoted over other BU’s also making selling hard or with big discounts which can hit at rep level. Reps do ok but as already stated it depends where you sit in the org. If you find a good spot mine it for 18 months and make good ££ but eventually they will split your territory and double your number.

Earnings last quarter outperformed expectations.

Current Employee · Answer

The economy has made things tough this year but that's not really ServiceNow. Typically yes most teams and reps see success

Current Employee · Answer

Depends on a lot of factors. I would say the attainment is lower than advertised here.  Realistically around 30-45% in 2023. Workflow attainment can vary widely if you are a specialist.

Current Employee · Answer

Headwinds/pockets

Former Employee · Answer

Only 60% hit quota and the remaining are carried by those that meet and exceed.

Current Employee · Answer

The other thing to consider is they are a good AE spiffs, but unlike Salesforce, they do not scale those up to FLMS which really hurts because if 60% of the team or less is making their number. You really have no opportunity to hit your OTE as a manager here.

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Anonymous Q&A

Quota Attainment across the board looks pretty solid on here. Are all teams still seeing relative success? or are there some headwinds?