The technocrats we rotate through the ED of Sales jobs will buy just about anything ZS offers because it keeps them focused on anything other than improving sales productivity. As long as they can tell their masters they are implementing something, it keeps the focus off their inability to motivate or lead sales reps.
We need to start holding Regionals, DMs, and Reps accountable. Put them on a goal and fire the bottom 10% every year. Put the next 40% on a plan. Pay the top people all the money.
Our EDs might be robots in the Thousand Oaks machine, but our reps have gotten too comfortable with being slugs only faking the execution report.
Sell or be fired!