Activant Solutions – “If I Could've Left Sooner, I Would've!”

Pros

Home office; and that is about it. Would love to say the sales training, but, whenever we had sales training, they would forget about it 6 months later.

Cons

Where do you start? I can only speak for sales in the HWHC division. Unless you need a job, pass this by. For starters, the pay is very substandard for the professionals they hope to attract, and for the demands they put on their sales people. I am all for working hard, traveling every day and being away from home; but for a base of 55k, and when the company isn't selling, it isn't worth it.

They pay good lip service on their website as to what a great place it is to sell, but the reality is, the smaller competitors (who have new technology; Activant is still on legacy technology which their ERP platform was developed on 35 years ago) are taking huge market share from them. Instead of changing their pricing, they decided to go to new markets. Not a bad idea, but they expect immediate success; which just isn't happening.

Sales leadership - Every-time you have a review of a hot deal, be ready for a berating and second guessing. You can't do anything right, and they have all the answers.

Turnover - Highest turnover rate I have ever seen; this isn't layoffs. People start, and then quit within 6 months.

Timeoff - They won't let you take time off unless you are above quota. Rarely was anyone over quota; and if you do ask for timeoff, they will make you feel like you are neglecting your job, and will expect you to still participate in CC's and respond to email.

Benefits - Eliminated company match in 401k (so have alot of employers); eliminated reimbursement for home internet (duh, I work remotely, so now it is out of my pocket); Sales doesn't accumulate vacation time, so when you leave (regardless of how you leave), you aren't paid for unused time.

Comp plan - If you can figure it out, please post. It was so complex, and driven by gross margin. That is fine, but any discounts are applied against your commission.

There is no work life balance. You are expected to be out in your territory every day. Territories are multi-state. They don't want you cold calling on the phone. They want onsite cold calling; that is door knocking!!! Good luck spending time with your family. Again, if they paid well, it would be easier to do.

There are 2 kinds of businesses. Those that have Activant and don't like them, and those that don't that don't want to do business with Activant. It is the highest price solution by far, and most prospects know that. It is a good solution, but the pricing is so far out of line with the market

Advice to Senior Management

Bring in sales leadership from outside Activant that is open to new ideas. Selling today is different than it was 20 years ago. Change your pricing structure to meet what the market is willing to pay (remember Economics in college; price elasticity?). You want to hire professional sales people? Pay them what they are worth.