Pros
- Fixed base salary higher than it should be for salespeople
Cons
- Micromanagement is about as bad as it can be across all channels at the company, especially for salespeople regardless of whether you are an SDR, SMB salesperson or Director. You will get treated like a first-time salesperson. Micromanagement comes from a place of insecurity-- this company is very insecure. - Work/life balance is horrible -- the company is in "reactive" sales, not proactive sales. It is like a retail environment -- attorneys know that we are open during the week and will put in requests to be contacted early in the morning and late in the day and salespeople have 5 minutes (literally) to call back the attorney or else the lead gets moved to someone else and you lose the sale. You are essentially going to call and harass attorneys every day to use our experts for cases, and when you get inbound leads in your territory you are expected to drop everything you are doing to contact them and sell them on an expert. The close ratio is low, even on the inbound leads because the service is so over-priced, and many times the attorneys will waste your time and never pay you therefore you won't get the sale. - Cold calling: you will make at least 50+ calls per day to the same 200-300 opportunities in your territory. Your calls are displayed in a weekly and daily report, if you don't make enough calls the day before, your manager will attack you regarding your "lack of effort". After 4 weeks you will realize why I mentioned micromanagement as my first bulletpoint. These attorneys will eventually tell you to take them off the list however you need to keep calling 50+ numbers per day. CULTURE - the culture at this company is absolutely toxic. From the first day of training and onwards, you will hear constant cursing, belittling of prospects whom we are trying to gain business from, and overall unprofessional speech day-in and day-out. It is quite clear that much of the leadership does not come from high-quality companies where this type of behavior would never be tolerated. Additionally, teams don't interact with each other, your own team will view you as competition and your leader won't ever leave you alone to do the job you were hired to do. - Selling to attorneys all over the country, many are rude and don't understand business concepts such as discount pricing, subscription models, etc . They also believe they already have all the experts they need, so when you start pitching them they will tune out and never use your services. Most behave like entitled children that never grew up. - Variable pay is way less than it should be, max earnings on $1 million in annual ACV is 55-65K. You will have to work nights and weekends just to make $150K. - DO NOT take this job until you see the comp plan -- they did not show me the variable comp plan until 6 weeks after I joined the company and this is standard for them. A fellow employee of mine interviewed last year with this company and when he asked to see the comp plan BEFORE joining, they stalled his application and he had to fight to get back into the interview process. They hide the comp plan because it is terrible for the amount of work you will have to do in order to convince an attorney to use these services. - You are not going through a enterprise-level selling process. You are cold e-mailing and cold calling attorneys at tiny firms and medium sized firms (any attorneys in your territory that use experts) and practically begging them to use your services-- which are completely commoditized. - Expert search service is overpriced by 100-300%. Some competitors don't even charge anything up front for expert search. You are asking attorneys to pay a massive premium to find the same experts they could get elsewhere. CEO-- Most, if not all, companies take the personality of their CEO. The CEO of this company is about as unprofessional a person as you can possibly meet. He writes notes in Salesforce disparaging our potential customers -- doesn't even think twice about the optics of doing such a thing. He also tells everyone that he has 4 houses and drives a Porsche. He is a completely unqualified and unreasonable person.