eLocal

2.0

30 Mar 2022

Recommend

CEO approval

Business outlook

Pros

Great health benefits, 401K company match, work from home, compensation includes base salary with generous commission. The job can be interesting and challenging if you like interacting with customers over the phone. The service offered has a high rating by customers.

Cons

Since new management took over in January the focus is solely on profit at any cost by putting tremendous pressure on the sales staff. Any sales position has a certain amount of pressure to achieve sales and revenue for the company, but what’s different now is the intensity beyond making a sale. Everyone is expected to meet unusually high daily objectives on phone calls, emails sent, and prospecting. Those who do not adhere are either threatened, put on a performance improvement plan, or fired. Recently, six sales staff were fired this month. Four of them were new, so beware if you apply to work here because if the training is low quality you may not be around in 6 months. There’s no longer protected territories, which means it’s a dog-eat-dog competitive situation where co-workers are out bidding each other on price. Essentially, after one has worked hard to close that sale, a colleague can immediately sell to a different customer at a higher price, which will negatively impacts commission. The positive reviews here are from prior to January when the company was privately owned, but it’s now owned by a public company who cares more about its shareholders than its employees.

eLocal Response

Thank you for the valued role you play at eLocal and for providing this candid feedback, as this is ultimately what helps us become a better organization. We feel it is important to clarify a few points and share our perspective on the changes we’ve been implementing in our SMB Sales team. The review suggested that the recent changes in SMB Sales were a result of a recent change in ownership bringing with it a “profit at any cost” mentality to eLocal. In fact, eLocal has been operating as part of HomeServe Plc, a public company (LON: HSV), since November 2019. Rather, over the past few years, we have made significant investments in the SMB Sales team by more than doubling the size of the department – a reflection of the importance this group plays to the overall success of eLocal. Given the rapid growth, we lost our focus on sales basics, specifically a concerted and consistent daily effort, which is the cornerstone of any successful, performance-driven sales culture. Unfortunately, the lack of focus on daily activity and sales goals went on for too long and the return to measurable performance metrics came as a shock to some. We regret that fact and should have been more consistent from the beginning. One of the core values at eLocal is being open and honest. Towards that end, we conducted two townhalls and a roundtable discussion as we were making these changes to get real input from our sales reps to help guide us. In the end, we believe the daily metrics put in place were extremely reasonable for any inside sales organization (e.g., 60 dials per day). The first month after implementing these changes, we immediately saw a 24% increase in sales over our prior 120-day monthly average. This isn’t just good for eLocal, it is good for each of the individual sales reps that will make more money, which is really the ultimate goal. We pride ourselves on having very long tenured salespeople at eLocal and we have done that by fostering an environment where they can succeed. These changes were made with that in mind.

BEWARE NEW APPLICANTS - Sales Account Executive eLocal Employee Review

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