Time to reflect...but will they?

As the inevitable looms for many at TD across the globe, will those fortunate sales people who have avoided the cull year on year self reflect and acknowledge they could have and should have done more.

I see from a recent post, Sales were referenced and called out for their contribution to the lack of growth at Teradata which no doubt has resulted many, many talented people losing there employment at the company. It would be difficult to argue there should be some accountability in the sales organisation for the actions the company is taking as a result of the lack of growth..but they will. They will point the finger at the product, the strategy for the ELT so on and so forth. This is also a valid argument but they are not mutually exclusive.

Here is my take on things. Teradata's decline has be ongoing for a number of years. Whilst strategy mainly is top down and comes from the ELT, a successful organisation also has a bottom up approach in shaping strategy.

These sales people, whether it's leadership, product or service sales should have been having informed conversations with existing customers about how strategically they could support the clients. Some would say, as soon as the threat was recognised from competitors on either existing accounts or now failed attempts to win new logos. Having the intellect to be aware for the threat from competitors and then translating that into a battle plan unfortunately is something they probably have not been blessed with hence the decline and loss of accounts.

I sense, it's not about ownership but more about what these people value the most. In many cases it will be, just doing enough. In some cases it will be massaging their own ego meaning just as long as in the confines their minds they are indispensable. Having the best numbers where the revenue is declining should not be enough to shield you.

Finally, I did see a post yesterday which I suspect was from a disgruntled sales person who reacted to the comments on this forum with a very aggressive tone, if only that passion and aggression could have been channeled on the battle ground, maybe history may have changed its course. Rather than feeling like a victim, spare a thought for the real victims who have lost there roles, take a look inside, self reflect to see if you can do more to change this quarterly copy..paste..repeat riff outcome!

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No. OP was talking to sales. These sales people or these people are to own failure of td. I noticed more than one thread holding sales accountable. An AE role to their territory is that of CEO of the company. No good deed, but quota, margin and commission. Steve McMillan has shown how to manage your territory. Have a drink or two and occasionally read how to be a popular ceo - for dummies, chapter 13.
The post may be AI gone wrong after all.

Should consideration be given to the lack of any meaningful new product being delivered in the last five years?

Sales can only sell something that works and that the customer wants.

All the accounts that moved away got tired of waiting for TD to show up with a compelling new solution. If you think our sellers are sub-par you’re missing the biggest failure in the company.

They have cut so many people from all areas of the business. Now nobody gives a sh*t. Please don’t insight. I’m t is not your fault. It is the ELT and their policies of layoffs

I firmly believe some sales people at Teradata be it the global sales leads, AE’s or Service Sales leads do believe they are doing a great job..some to the extent where they believe they are the best in class simply because their numbers are better than their colleagues.

Many have been rewarded and invited to Winners Circle over the years. This is firmly the fault of the ELT where the yardstick to measure success is to reward individuals who through no real effort, vision or strategy managed to attain sales which eclipse those of their colleagues, simply because they have the largest accounts.

The expectation for someone managing the largest account or accounts should be that they bring in the most sales, Reward those who exceed expectations as that’s where the true growth lies. Stop massaging the egos of those that just by default have landed on their feet by just acquiring these accounts by luck rather than real effort.

One of the previous posts I read, someone highlighted incompetent sales people as the reason for the decline at Teradata, It will be interesting to see if those individuals, rather than self reflect as the post states or go on a witch hunt. If it’s the latter, then it will prove that these individuals whose egos have been bruised are really self centred. Those that believe they are expending effort to really drive growth, would rise above the criticism knowing they have nothing to prove.

@e9 INSPIRE! Like he inspires his salesforce to do what exactly, he knows certain AE's are not up to the job, but does nothing, neither coaches or takes action. Does he say "leave your house and go and make meaningful relationships with key stakeholders", basic stuff just doesn't happen and no action is taken, next quarter honesty and repeat.

there is no leadership at all in the ET (see what I did there :))

Teradata is based out of the USA. Please refrain from using the King’s English regarding word spelling.

RP is actually not bad, take him in front of customers and you’d see that he can engage, pitch, defence and inspire. You can only do so much with the bunch of cards we have. Perhaps in a year or two after we have closed the product gaps, we can come roaring back. And then all of you will be singing a different tune :)

Oh the down votes. OP wrote well, but here is a summary for those pretending to be busy at teradata. I used llm, shows I still care.

Sales teams at Teradata must self-reflect on their role in the company's decline and lack of growth.

"these people" ... seriously? Are we beneath you? Conversations can only open door. Open door does not mean closed opportunity. Ask the rookie sales guy/gal, ask RP, he would know that much.
Everyone has an opinion about each business unit, but no one's doing their own job. Also, what do you mean victim? Some folks hired help and changed their mind later on. Happens all the time. Its just a job. I feel sorry for the people who were on the receiving end, but I may be one june 10th. Your managers manager may be claiming unemployment as well. Unfortunate, yes. Victim, no.

My job is not to save anyone else's job. That is some big shots fat payroll to play god or victim. I am not making any money here and will get out the first chance. You can cheer then or you can cheer now, just don't call us victim.

You have a valid point, I am not giving it all for teradata. Because I am looking for another role full time. Got it, clear? Take the message to your people.

RP is just another sad individual in a long list of failed CRO's. He is so sad, dull and boring that customers just don't want to meet with him. RVP's ask us if we want to take him to a customer and we look for any excuse not to as its just embarrassing.

OP might be referring to my post. I was being a sales guy but if you thought I was aggressive, apologies. Richard Petley was crowned CRO with much fanfare, remember? Guy cut GTM folks, updated salesforce and missed his quota. Giddy up and fire him. Todd Cione was no different. The regular sales people CSM included, they do try to tell stories with the few customers still using our product. I am not doing well with the quota true, but you telling me I am not doing enough to plug this drain, well it is your opinion.
Each BU is culling jobs. Every IC is looking for the exit. For few exit is retirement. For many another half decent job would do. One thing is for sure no one cares to fight at teradata and no sales person fears RIF.

Thread regarding Teradata Corp. layoffs

Time to reflect...but will they?

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