Pros
This was previously a strong environment for sales professionals, with a clear path to achieving targets and earning well. However, recent changes to quotas, commission, and processes have significantly altered the role. The increase in administrative workload and ongoing adjustments to strategy have made it more challenging to operate effectively.
Cons
Things have changed quite a bit recently. Changes to the commission structure for 2026 have materially reduced earning potential (over 50% reduction), while quotas have increased significantly, making targets harder to achieve in practice. There’s also been a noticeable increase in admin, which can take up a large portion of time and pull focus away from selling. On top of that, frequent changes to plans and strategy have made it difficult to build consistency. They are forcing a SaaS angle and TypeOps as a key solution for businesses. The business has essentially dressed up as “SaaS” but in reality, is only a font licensing business. Their current platform is given away as part of font licensing agreements for free. The changes to the account ownership model severely impacted the routines this year. Reps were advised to not prospect for 3 months as the tiering system was rolled out in a way that made no sense. It happened before anyone understood it, including the sales management. All of this has created a level of uncertainty across the team and our ways of working. Communication around some of these changes could also be clearer and delivered earlier to allow for more preparation, which has contributed to a drop in overall performance and general morale.