They do not learn from their mistakes. Each year either the install teams or newco teams have a fantastic year, while the other suffers. Each new fiscal they change it up so the group that failed does better and the group that had success now fails. No one knows what they are doing when it comes to building out territories, verticals and quotas. They do not take into account any ideas from the frontline sales teams or their leadership. There are so many accounts with web plans and it's almost impossible to get them to spend more with a corporate plan when it's the exact same functionality. Deal sizes are very small and its impossible to hit quotas in newco. Very much a micromanagement style from leadership. There is no strategy put in place and there is far too much middle management. You will definitely not be "doing the work of your life" at DocuSign. If anything, you will be selling some of the smallest transactional deals in your career, with no possibility for promotion because goals are unattainable. It's all about the race to $5B in revenue and they do not care what they have to do to get there. Idea sharing is also frowned upon. It could be a great idea with a strategy to accomplish and you are told to get in line with the corporate vision or you are viewed as a "complainer". This goes for ways to improve sales, strategy to break into larger accounts, ideas on internal processes, leadership reviews, etc.
