- Capped earnings — introducing plans where up to 60% of payout is effectively unreachable.
- Rigid RTO mandates — reversing years of successful remote performance with no clear productivity rationale.
- Artificial gating — 50% storage gates that suppress commissions even when deals close.
- Unattainable quotas — targets set beyond realistic market conditions to control compensation expense.
- Remote = stalled careers — limiting promotions for employees who remain remote despite proven results.
- Frozen pay growth — eliminating merit raises regardless of performance.
- Commission erosion — reducing or eliminating commission opportunities that once defined sales roles.
- No in-role advancement — blocking progression within current positions, removing career pathways.
- Constant quota changes — moving goalposts mid-year, undermining trust and planning.
- Vanishing checks — commission statements that frequently fail to reflect closed, booked business.
25 replies (most recent on top)
How many (institutional- everyone but consumers) customers cut POs without a quote in hand? I can only name 2 occasions out of a 20+ year Field Sales career. Granted, most in Public Sector sales. A good ISR is a critical part of a strong team. Those complaining about them either need to step up and show some team leadership- or if you’re an ISR- take a look at how you’re contributing….
They have never valued the inside based on the gaslighting and the horrendous comp model. But at least we have a parking spot and a cafeteria!
I’d argue the WSG AE role is essentially a glorified order taker paid far too much for a function the core AE doesn’t really need. No jobs are safe as Maverick lurks behind closed doors.
Within five years, AI integration will likely replace more than half of Dell’s ISR roles.
I agree
Because outside sales is what they care about... inside sales isn't needed anymore?
@hv Yes I’m sure they’re very effective when you delegate your entire job to them
Im going to say the opposite here. I am a high performing AE, in a team of rock star team members and the ISR in our team is a professional, methodical, significant part of the team. She is not replaceable, she doesn't just "do orders". She is part of and running the accounts so that we can go find and bring in the big stuff. She actively brings in and controls revenue and keeps the noise away.
If you really think your ISR is pointless, you need to look at how you work with them and what you do together. There isnt an I in team, there is a team.
As someone who was an ISR then TSR at Dell, it's obvious why Dell - and most companies - are slowly getting rid of inside sales all together. They simply are not needed and cost money that can very easily be saved.
Dell absolutely values sales... But just the external/outside Sales group. Inside sales/ISR's are quickly becoming a thing of the past and getting replaced with either AI and/or customer portals which is cutting out the middleman (ISR's)
Outside/external sales is who does the dirty work, and HARD work. THEY are SALES. They are the ones who convince clients to do business with Dell - aka spend money. Inside sales would have no job if not for outside sales who bring in clients FOR inside sales.
ISR's are basically nothing more than a waiter at a restaurant.. You take their orders, tell them how much it will cost, then they will ask if you can do better, then you go ask your manager, then you tell them that you can/can't; which can EASILY be done via AI and/or a customer portal...
An hour long phone call going over what is needed, the price point, and how low you (ISR) can go can all be done in a matter of minutes via customer portals and AI. Just like you and I, we want something and we look online right? Best Buy sells xyz computer for xyz but what does Amazon or Newegg sell it for? Guess who gets the money? Whomever is selling it the cheapest!
Inside sales IMPO is not even "sales" as all they do is give quotes to clients. Maybe even upsell here and there but, you aren't "selling" jack sh-t.
So of course they are getting rid of inside sales left and right lol...
Because external sales is who genuinely brings the money in. They are the ones who actually bring in clients. Inside sales are just middlemen that aren't needed.
People - clients included - don't want to HAVE to talk to a middleman. It's far simpler, faster, and easier to login to a customer portal and customize exactly what you want, get a quote, then say yay or nay, versus endless calls with an ISR + emails...
Unfortunately for Sales folks, specifically internal sales such as ISR's, there realistically isn't much need for you guys as you aren't "technically" bringing in money. Clients are going to purchase xyz amount from xyz company regardless of whom they talk with but, whoever has the lowest price is typically going to be the winner. As an ex ISR, you literally HAVE to get approval from your manager for lower prices as it's not up to you past a certain price point. Doesn't matter if it's a 500k or 2m deal. You can only go so low and then it's up to leadership.
External sales does the heavy lifting and who ACTUALLY brings in customers/clients - aka money - and once they are "hooked," it's far simpler, easier and faster to have a client portal in which they can login to, then go customize their needs and order.
ISR's are literally just the middleman, and one that isn't needed... especially these days and with AI...
Client tells ISR, "hey this is what I need and have xyz budget, what can you do for me?" ISR tells client some bs, then goes and asks manager how low he can go. ISR gives best possible quote and tells client that "I can do what you want for xyz dollars... etc..." and client either agrees with price or they go elsewhere.
Money talks and like any company, cheaper prices = "better." Quality is meaningless.
I dont care about any of things except for point #5 and #7... Since when did they remove merit increases lol? I'm not remote
Yet you’re still here!
Leave please. It will be good for you.
You all know you are working in a dead-end career @ Dell...right?
Yes, controlling resources and manipulation has been happening for quite some time.
To abuse someone means to use behavior or influence to cause them physical, emotional, psychological, or financial harm, often involving power and control through actions like hitting, threatening, isolating, demeaning, or controlling resources, aiming to make the person feel afraid, dependent, and worthless. Abuse can manifest as physical violence, verbal attacks, manipulation, neglect, or s-xual coercion, and it happens in any relationship, not just romantic ones, with the goal of dominance.
I know you, you know you, and I know you know that I know you
Thanks for the layoff update.
More useless posts. We all know what is going on. Thanks for the reminder.
Dell can self check out this
Because Dell thinks AI is going to replace the Sales role. And this from the company that doesn't know sh-t about AI. Good luck with that.
Take away the parts about commissions and you have what we in support have been dealing with for years now.
@OP If something consistently behaves like a duck and looks like a duck, it’s reasonable to conclude it is a duck. Dell clearly understands that traditional Sales Reps and SEs are becoming less essential to their long‑term model.
We’re heading toward a world where customers can configure and purchase servers, storage, and full infrastructure stacks the same way they order a laptop — guided by AI rather than human reps.
From Dell’s perspective, the rising cost of advanced chips is offset by reducing headcount. The economics point in one direction: automation replaces manpower, and the company is restructuring accordingly.
Probably because we all prefer the self checkout option now.