Imagine sitting down to play chess in a park. Now imagine your opponent is a pigeon. The pigeon lands on the chess board and stares stupidly at you. It then knocks some pieces over with its tail, takes a dump on the board, pecks randomly at nothing in particular, and all the while doing this struts around like it is doing something very impressive.
This is Euromonitor management.
Management insulates themselves from any and all outside evaluation. Most managers lack any sort of skill that would qualify them to successfully lead people. Ethics are malleable, especially when it comes to reporting KPIs. Sales reps will dial fax numbers and hang up to satisfy daily dials requirements. Management will undercut their own reps' deals if there is a better outcome to be had for themselves. Infighting between teams over sales deals is the norm.
Pay is very low as evidenced by hyper-turnover. All other competitors have higher pay and easily poach reps who are already unhappy. The only people comfortable with staying are typically married and only need secondary income, don't have aspirations of learning skills or advancing, and the 22-25yr olds that have no basis of comparison of what normally functioning companies look like.
When the plan to aggressively increase sales headcount was implemented, salary offerings were lowered. As a result, quality of hires dipped significantly. Over the period of two years, the average sales rep went from trusted client adviser and subject matter expert to greasy used car salesman. A capable CEO would have foreseen this outcome as inevitable.
The are no shortcuts. The organic growth was there and the company was in a very good place a few years ago. Now the knowledge base that led that growth have all left. The Golden Goose has been killed and the extra eggs we got in the process turned out to be turds.
