Deadwoods Dave Interesting that Arvind thinks re-engineering the comp plans will help. It’s been done before - reps being forced to sell the product of the day, no matter how much of a dog it is or whether the market needs it. We had years of “flog the cloud products” and here we are.
Perhaps there should be focus on the products themselves and the skills and experience of the people selling them. Too many junior people trying to sell in areas that need experience (like security) and all the good experienced people are gone. My LinkedIn feed is full of juniors joining IBM but I never see senior experienced people shouting from the rooftops that they’ve joined IBM.