Kevin Norlin created quotas that were based on 4-5 times sales reps comp plans, and nothing to do with the customers or territory revenue generation. This has caused many sales people to grow their territory by 300,400, 500% or more growth over the previous 2-3 years. He’s then going to put people on performance plans that can’t hit these outrageous quotas and fire them without extending severances.
Hi methodology that he’s been outspoken about is standards, clarity on those expectations and consequences. So that standard is grown your territory an exponential amount over night, if not you’re fired. This is the new culture at Omnissa