Gartner Sales is Unhappy - Business Development Manager Gartner Employee Review

Corporate culture is very top-down and the top is on edge, internally competitive, and resistant to new ideas. This trickles down to everyone else, resulting in a negative emotional experience for most sales reps on most days. No adherence to sales best practices such as having the ability to reference existing clients, very poor sales enablement. NO CRM at all, not kidding. Everyone works on individual Outlook address books, using it as a CRM (told to do so by management) and because the sales process involves a lot of spamming--and the turnover rate is very high for reps--you will end up upsetting a lot of prospects who have spoken with previous reps. At times it feels more like telemarketing than consultative B2B sales. Recruiters will tell you the 'average' sales cycle is 60-90 days but when you speak with reps you will learn that it is very rare to make a sale your first 6-8 months. When you do some digging, you'll find that the reps who have done well always picked up deals early in the year that were worked on the previous year. Attention from management is showered on reps who got a little lucky early on, and they're ghosts to everyone else who is struggling.