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Exciting market, great/eager/loyal customers, new and innovative solutions, accessible and open minded Management, fair compensation
Net new logo acquisition pales in comparison to growth of existing customers, largely in "regulated" industries. This makes life tough for a "hunter" Sales Rep and would explain the cherry picking of accounts and why some Reps are 300% of quota and some equally talented Reps are at 50%.
Advice to Management
Improve quota calibration, recognize the job market is hot and do something nice for your employees/ quarterly bonus, keep innovating.....but faster!, invest in more Support and/ or create better tools and programs to prevent issues.