Newbie in the war room but grizzled sales vet from the tech sector here. Wanted to post this as it has been on my mind for a long time.
Having worked in the software startup space for the past decade or so, I’m seeing increasing adoption of the same shit management/sales process and comp tactics over and over and over again.
Lots of “failing upwards” by mediocre or straight up terrible managers and top leadership for simply being at the right place at the right time and getting to an exit, only to parlay that to a title promotion at another startup where they can regurgitate the same tactics and processes that drove the field nuts at their last company.
is there any great sales leadership out there? Because to me I see a lot of kissing the ring, managing up, and overassigning quotas and oversaturating territories to pad management paydays at the expense of the field.
People don’t buy like it’s EMC in 1997 anymore...is there any hope for the industry as the old guard age out and is there room for a new crop of people to change the industry or are we forever going to be chained to out of touch yes-managers who don’t have a new thought in their heads?
tl:dr—will good reps have the chance to change the way sales is approached at leadership level and take a bottom up instead of top down approach or are we doomed to keep getting washed around from shitty culture to shittier culture?
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