Ramp up the targets to unsustainable levels, in a shrinking market, where customers no longer want to buy what you are selling (bear in mind they dumped the stuff that customers actually want!!)
The you decide to lose 10% (for example) of the sales team, get 20% on PIPs because they have no hope of making the stupid numbers you gave them.
Hey presto pick the ones you want to ditch and no payouts just shove 'em out the door
So how many PIP employees are going to be shown the door next week or shortly after?
2 more weeks before year end.
I can attest to all of this as well. It's real and it's rampant. More to come. Shame. Used to be a great place to work. MD sold his soul.
I can attest to all of this.
Metric Management is ART at Dell. Spreadsheet Galore with MBA's walking around who are actually clueless about sales but great at Pivot Tables. Dell had a great vision but poor management running the show from HP, IBM , Juniper , CISCO. Don;t even ask about Outside Sales, totally different conversation, useless ORSD's and VP's guiding them
Testify! Don't forget to ensure they are given stupid, morale boosting pep talk programs like "No H0pe" or "Project Mojo" led by a guy whose sales antics were antiquated 20 years ago, but remains a god among executive leadership for whatever reasons. Also make sure those who are hypnotized by that silliness feel a sense of self importance and entitlement that allows them to f**k over anybody in their path who doesn't support their misguided behavior by playing the victim that they are the only ones who care because they have a "number". Sprinkle on top the worst presales tools out there and a pricing model that would make Stephen Hawking confused, and you have a recipe for success!