Wow, I am currently in Citrix sales. Yes, there is a huge focus on pipeline build, the number of calls dialed with no focus on talk time or quality conversation, converting leads and a ton of other busy work that management can put on score cards to pretend they are training people to do something. That is not the sales team's fault, it is poor management that consists of old school stock market strategy from the 80's or something you see on those old movies. That being said, if you can utilize politics to get a position in the field, then you become part of an actual sales team. In regards to the manager's response from earlier, yes sales is paid below industry standard to a point in order to get sales to work harder because they are paid above industry standard after quota is attained. That being said, no one enjoys the inside sales role, people cycle through quickly and I have to say it is because of poor management that is all about hype and bluffing to their Sr management. It is disappointing because if there were better management in place internally, they would be ale to keep talent and send more talent to the field. Unfortunately, most people don't troll through the mud long enough to make it to a field role. Again, the performance and redundancy of positions is not the sales reps fault. So please blame poor management and not the sales team as a whole.
Made this into a thread from a reply (@PztZhMx-1fzm) because it can't be overstated. Stop blaming the workers who barely have any personal life because they do 50-60 hours weeks, and put the blame where it belongs - on incompetent management.