Ventajas
Great Culture - DSR managers are directly responsible for this. Fun atmosphere Lots of little perks (when at the office) Snack rooms, Food Truck Fridays! Unlimited PTO which is nice to not need to track how many days you have left throughout the year Sales Directors, VPs and Enablement team are 5-star leaders and individuals CEO is a kind, compassionate leader that makes himself available to any employee.
Desventajas
Multiple recent changes to the sales motion in the last year Marketing and lead generation has been mentioned over and over as improving but with no sign of it happening A lot of promises of advancement but minimal opportunities Upper DSR leadership doesn't inspire a lot of confidence in the group Lack of clear expectations between AEs, DSRs and sales leaders, because of constant changes, causes frustration and headaches. It really seemed like there was no clear direction or plan for the DSR org as there were constantly shifting focuses, accounts, and requirements to hit quota. Speaking from with others (2-3+ years) on the floor there was less and less money to be made in the role . Insanely long and cumbersome process required to even show prospects a demo of the product and to create opportunities for both DSRs and AEs (even if prospects are wanting to expedite process) Process - [Initial conversation w/ DSR, if the prospect has 10-30 minutes to talk. If not, need to schedule a time w/ prospect to establish need, urgency, budget/money, pains/challenges that we solve for.] . A follow-up call with the DSR called an Impact Call is next - [Create w/ the prospect a table that lists all pains and challenges and how they affect individuals, teams, departments, leadership, and cost of problem] 30-60 mins [Call w/ prospect and AE where the AE validates if the needs from the impact table can be solved and then the AE goes through a Value Map exercise, if the AE can do that AND process discovery during this call then there is a potential for a demo next, if not then another call is required with an technical advisor so they can present a demo] 30-60 minutes Hopefully at this point the prospect isn't frustrated and they can see what the product actually looks like. Upper DSR leadership asked the DSR org via Slack to tattle on their AEs if they were not following sales process exactly during hand-offs, regardless if it was necessary or not.