The current sales environment for ILEC is broken.
No Governance: Savvy, shady sales reps can sell on accounts assigned to others. No consequences or discipline when it occurs. They even assign deals to channel partners who were not even involved with the customer. Hence, WS must pay the partner $ up front and on a residual basis. This happens so a BSC or SR BSC can get away with selling outside of their sales region or assigned module.
No consistent vision: Sales was told during 2024 they were moving to Ideal customer profiles of $750+ for Enterprise and anything below gets worked by Inside Sales. Now? Who knows? Meanwhile, recruiting and hiring strategies are based on one vision and then it changes, leaving all previous efforts wasted.
Leadership without Coaching: Who coaches here? The coaches we did have were not supported and valued so they left or were told to leave.
Tone Deaf at the Top: Valuable resources and loyal people get cut and then leadership has a large meeting and acts like it’s Business as Usual. WTF?!?!
Frustrated because all of the above seem like easy, obvious fixes. But nobody cares to drive meaningful change.