How someone who has ZERO impact to the acceleration or growing a sale makes 100's of thousands of dollars a year is shocking! Shareholders should be at Chuck's front door with torches and pitchforks. Every heard of MONEYBALL? Replace RM, Dir and most VP's with a actuarially bot. BO-M saved Cisco 400M/min/year AND increased sales efficiencies. 21st Century sales organization? Oh, I forgot we want to stay in the stone ages as its more comfortable.... #sad #badmgmt #bloat #nocontributionnopay. Its ok we can follow this plane all the way to the site of the crash!
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So many Sales Jokers roaming around ! OMG
100%
I agree but good RMs are impotent. You need a good first line manager. But they should have way more reports than they currently do. And should report up almost all the way straight to Gary.
At some point, Cisco will be a case study for top business schools on how not to lead, manage, and operate a high technology company. How politics over performance will quickly extinguish any illusion of excellence, will be a major theme... The company has had plenty of time and resource to avoid hitting this iceberg. But, leadership that only looks out for their self-interests over a short term (quarterly, anyone? anyone?) means that the wrong people were put in place and rewarded for the wrong things.
What could have been...
There is a famous or infamous middle manager in emerging markets
- no regular 121s
- no deal coaching
- no understanding of ROI
- no understanding of top partners
- if you say vertical focus will likely think you are talking about jumping
- QBR shouting
Explain why such a person is needed
You want figures create an SFDC report save time and money
Imagine how many of these there are
Customers refuse to meet with Chuck as total waste of their time
All the good sales reps and engineers left for competitors and replace Cisco gear on a daily basis due to Chuck's clueless leadership