Experienced Sellers Beware - Account Executive Gartner Employee Review

Where do I start. First its the management. They are inexpericed and are not good at coaching or mentoring. They are only good at micromaning the metrics Garter sets in place. One big problem is that Gartner only promotes for management, they will not or rarley hire from the outside. This enables them to create what we call "Gartner Robots". Second, technology is largely lacking. We help companies implement technology like CRMs and sales tools but Gartner does not have any that help. We are still filling out spreadsheets and keeping manual lists everywhere. This will change in late 2022 but every business unit has different tools. For example some teams on the High Tech side have Salesloft and ZoomInfo but most do not. Third is the OVERENABLEMENT at this company. Tons of traning and role playing to make sure you not only do it the Gartner way but that you speak and scrpit it the Gartner way as well. The little secret the company should know is that the ones that are doing it their own way are by far the most successful. Maybe go back to the old way of teaching. Fourth is a huge lack of innovation. The product itself is ok, but they never change it. When sellers are trying expand or cross sell and renew a client there needs to be a way to up the sell. We have new features from time to time but never decent add ons to the product. Also what I will say is that on the GBS side(former CEB) the product is trying to compete with consulting but its not even close. Its a nice to have product at most. On the GTS side its more of a need to have but there is very little green space left. Ill explain that in my next con. Fifth, is you are good as your territory assigned. Lots of talent at Gartner as they have a rigurous hiring process but most people leave after 1-2 years max. Accelorators are the only thing keeping people around and the vertern reps never leave their good territory. With around 11,000 reps globally they just have reps digging for gold. You need to have X number of new meetings a week with no SDR to help and you better hit that metric. You could be selling High Tech and competing with the guy who has silicon valley in his territory but you are responsible for the same metrics and close rate. They get tons of leads and you get few so you better find them though relentless prospecting and old school methods of massive email cadances and cold calling. MAKE SURE YOU ASK ABOUT YOUR TERRITORY BEFORE ACCEPTING THE JOB. Last is their internal processes, they are out of control. It is isnt the constant role playing over an Activity prep call that is not helpful at all, then its 1:1s, team meetings, webinars, PACT sessions, fighting with other reps over the same account etc. A PACT tool is something they is a two page prep document for a new client. When management gets frustrated they make you do several of these to compensate and show them you are prospecting. Just an FYI - The Veteren reps never do these, they are a waste of time. Everyone has their own way to prepare for calls, they arent hiring rookies. This is a massive time suck as reps are essentiall pulling info from zoominfo and putting into a template. ** I almost forgot since there is so much cross over of clients between business units. Think 5 reps who all work with the same account. There is a 10 page docuemnt of the rules of engagement. Basically the bible on how you get paid when others are selling into the same account and what you can and cant do. Have fun learning this.