Throughout the teams there is dissatisfaction, fear of not reaching targets. Although I had a good experience with my team lead personally, I noticed a trend with them calling sdr the toughest role, only to leave it at that and offer no actual support. If most new joiners are failing the sales certification that you 'need' to pass, something is not right. I'd say it's the lack of actual sales training during the onboarding. In order to get the numbers up, the team leads tried different strategies. All of which had to be executed by the sdr team, who is already stressed about their target and the pressure of doing x calls and x emails daily. Succeeding with your targets as an sdr at Personio has a lot to do with luck, and underperforming and not reaching your targets can happen even as you work very hard. There is a competetive market with many other vendors, and a sloppy way of handling potential customers. There is something off in their suggested sales process. For example; As an sdr, your job is to create an opportunity for the ae to sell the product. If you manage to find a company who is indeed interested in moving forward, the ae will ask during their first meeting "so what's your budget and timeline here?" And if that is not clear or early stages still, the ae will not accept the opp. (You will not reach target). Not only are P losing a potential customer by saying "ok we will not do a demo now but will send you a video, get back to us please,.” There is a glitch in who is actually doing the sales here. The sdr job is to find a potential opp, the ae will close the deal, not all customers will have a clear picture initially. Me as an sdr am not allowed to answer their product questions, and the ae will not take another meeting. That should be part of the sales process, but instead these accounts get 'not accepted'. The competitors seem to offer demos early on, they take care of their potential(!) customers, and work together within the teams. Personios way of working makes no sense and puts even more pressure on the sdr.
