Too many layers of management. Many managers are "legacy" from when this company was privately owned and have poor or non-existant management skills and little accountability to their reports. Sales managers seem to not understand "sales" in a truly competitive environment - or the needs and struggles of sales people at work. "Reaching" goals are typical in any sales organization, yet the goals set here are unrealistic to the point of de-motivating. Pay plan for sales is extremely convoluted and dependent on disproportionate number of factors independent of reps' influence. Politics are ferocious and crippling. Sales org needs a positive change.
