Cisco Account teams this year do not get paid on AppD and Splunk sales. Which means there is no overlap anywhere for the time being. Splunk sellers will take on AppD as a portfolio since there are no AppD sellers anymore in AMER. Splunk will not be an overlay this year.
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Gary Steele and Splunk CRO reiterated to the Splunk sellers that they’re not “sales overlays”.
Splunk sellers are nervous they’re going to get axed because there is overlap and redundancy with the Cisco AM/AE for a given account. Splunk leadership kept telling them, they’re not overlays, effectively hinting they aren’t going to get axed in September.
Overlay teams are subordinate specialist teams that help the general team with the sales process. Example, Networking overlays drive Meraki and Catalyst sales with the customer.
chuck was and still is an overlay need I say more
An overlay is someone who “lays” over a sales person commission without doing any real work. They provide useless oversight to get cut from your work, and do BS talk without ever seeing a customer.
overlays should all be fired
Simple answer:
Any person paid commissions on the deal that isn't the direct Sales Territory owner.
For example, if Cisco sell webex to a customer, the AM is the direct seller and the Channel Rep might be considered 'overlay', the Product Specialist might also be considered overlay, a global technical SE, who supports on specific aspects such as technical fit/solution might also be 'overlay' etc
At Cisco there are overlays on top of (over?) other overlays...and they say this with a straight face.
Sales overlays at Cisco are useless and just slap their name onto orders that they are not involved in to get a commission check
In enterprise our overlay sales teams are those that work in other countries for our global accounts. So we have an account manager located in America that handles the U.S. HQ and then there are various account managers in other countries that handle the same account in their respective countries often generating less bookings. Very simplistic overview but if that’s the context being talked about then that’s essentially what it is
Here's the google AI overview:
A sales overlay, also known as a product specialist, is a sales representative who specializes in a specific area of a company's products or services. They are often responsible for selling a limited number of complex technical products or services within a single product line, market segment, or solution offering. Sales overlays are important in complex B2B sales because they have deep knowledge and experience in their area of expertise, which can help account and territory managers close deals.
Sales overlays work with the core sales team to develop and execute account strategies.
They may:
- Interact with the sales team to design solutions
- Develop and execute solution strategies for the market
- Manage solution opportunities to get resources for qualified opportunities
- Lead teams in the sales process to establish market and deal visibility
- Present and demonstrate solutions to high-level clients and industry conference attendees
- Train field sales on industry or solutions
Sales overlays typically have an overlay quota, which is the sum of the direct quotas of the sales reps they manage. They are often deployed temporarily and their goal is to train the sales force and customers on new offerings so they can "work themselves out of a job".
Only talking with PPT, Non-customer facing characters (100% internal and 0% external contribution)