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Glassdoor CEO Robert Hohman
Robert Hohman
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  • 14 people found this helpful  

    SAE Hunters Beware! Sales Territories are horribly unbalanced

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    Current Employee - Senior Account Executive in Sausalito, CA
    Current Employee - Senior Account Executive in Sausalito, CA

    I have been working at Glassdoor full-time (less than a year)

    Pros

    - Great company culture. There are a lot of really cool, smart people.
    - Lots of perks: catered lunch, plenty of unhealthy snacks, video games, ping pong, a fitness facility, dog friendly..
    - The company is doing very well and is growing like crazy.
    - The commute is only about 20 minutes from San Francisco and there is plenty of parking.
    - Lots of valuable sales training.
    - Beautiful location

    Cons

    The sales territories at the SAE level are horribly unbalanced. To put this into perspective, only two reps at the SAE tier hit their quota last year. TWO. Those two reps represented New York City and San Francisco. These are by far the best sales territories at Glassdoor, as they are not only densely populated areas, but there is a high level of competition for talent. There is also strong awareness of Glassdoor and Glassdoor employer solutions. While Glassdoor is rapidly growing, many employers, especially those in the middle of the country, have no idea who Glassdoor is, let alone how Glassdoor works with employers. Many employers simply know Glassdoor as, "that place where people can complain about our company". As a senior account executive representing these territories, that is a huge challenge. You are less of a senior account executive and more of a new market developer. Your meetings resemble more of a free webinar than a sales meeting. And when it comes time to make a proposal, good luck. Employers who just recently learned who you are and what you do are not likely to move-forward with a big dollar partnership. Most don't even have the budget for it. Get very used to hearing, "maybe next year".

    Now, to be "fair and balanced" as we say, leadership has FINALLY acknowledged the fact there is unbalance with territories, and at the beginning of this year, they did make a few adjustments. For many reps however, this was too little, too late. We were held to the exact same standards as reps with NYC and San Francisco, and many reps lost their jobs as a result of not hitting their numbers. This is really unfortunate because there are a TON of good sales professionals at Glassdoor.

    My advice: If you decide to accept a position as an "SAE Hunter", tell them that you want a fair and balanced territory - anything on the West Coast, or Northeast is good. Minnesota, Chicago, and Denver are also pretty good. If they try to give you exclusively accounts in the South or Mid-West, run far away. You will beat your head against the wall for as long as you can until they fire you for not hitting your numbers. I don't care how good of a sales rep you think you are, you will try hard and you will fail.

    A few other things to note:

    - The sales floor is incredibly loud and chaotic, especially with so many dogs in the office. Be prepared for this. Buy good headphone and use the conference rooms and phone booths. You don't want to jeopardize a good meeting because of this.

    - Take your vitamins. The sales floor is like working at a hospital. Someone is always sick which means that everyone is always sick.

    - The office is awesome, but it's super isolated. There isn't many places to get lunch or go to happy hour. Plus, running a quick errand is pretty much impossible.

    - Make sure you go outside. Too many days I would come-in in the mornings, and not go outside until after it was dark. This is bad for your mental and physical health. Sausalito is a beautiful area, so be sure and take a walk with a co-worker so you can complain about your territory or sales manager :)

    Advice to ManagementAdvice

    - Fix the territories! Duh. You're going to lose great sales people and get a bad reputation. Plus, no one will want to get promoted from AE.

    - Be careful about politics. The majority of my sales team joined after I did, but they all received WAY better sales territories. Why? You tell me. Many reps had preexisting relationships with the sales manager. I am not saying that this is how territories are determined, but if it has something to do with it, than that is unacceptable and should be fixed immediately.

    - Be careful when hiring sales managers. Many are phenomenal, while many are unqualified and have no clue to how encourage and motivate reps. I had a few really bad experiences that greatly damaged my confidence and made me question the integrity of that individual and the company. It's one thing to want to win, but belittling people and questioning their integrity and skill set is unacceptable. Fix this immediately.

    - Less meetings! There are WAY to many pointless meetings. In order to meet the ridiculous expectations, there needs to be more time on the floor.

    - Make sick people go home!

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