Why is the...

Question

Why is the Training and Development score so bad - even for a new rep / recent grad are you just thrown right into the deep end?

Former Employee · Accepted Answer

The executive team has no idea what they are doing with the product. It’s not a PAM solution, but they are trying desperately to move from a non-essential nice to have to an essential need to have, but have no idea how.

The training is sub par because they don’t understand the market

Former Employee · Answer

Lol, yep, they can't teach what they don't know and they don't know much. Forget their lack of understanding of the market - no clue about sales processes or how to hire sales leaders or how to structure a team. I sat thru some unbelievably bad training - they actually had a "sales leader" bragging that he didn't uncover the compelling event in a huge deal until months down the line - it was used as an example of how as a rep "you're always doing discovery". Ok, the basic idea of that is true, but if you don't know the compelling event until 6+ months into the sales cycle- that's not a best practice and shouldn't be used as an example of what to do as a rep. That deal was hyped so much and in reality, was a custom build that a startup of that size shouldn't have agreed to. The team would have had much more leverage to negotiate for less customization if they had known that compelling event from the jump. A textbook example of what happens when you hire friends/cliques of people who are inexperienced. Also, the product isn't really ready for Enterprise so there might have been no way around a custom build - but they'll never know. The C-Suite is so incompetent that everyone is thrown into the deep end at SDM. Honestly, the lack of training and dev will be the least of your worries - check the lead flow score, check some GD reviews - count how many times someone uses the word "toxic" in their review. CEO's approval ratings are less than Trump's by the time he was inciting sedation. Legit surprised he's made it this long, only thing saving him atm gotta be being on a fiscal and another round of sales leaders to put the blame on.

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Anonymous Q&A

Why is the Training and Development score so bad - even for a new rep / recent grad are you just thrown right into the deep end?