Thanks for an intelligent reply, and your insight. I think I'm understanding a little more about the working environment, though I'm not 100% convinced.
Another question: Is this alleged mindset of higher ups the direct result of obvioulsy considerable German influence?
I promise that my goal here was not to stir up trouble or be a pain in the ass - I just wanted to get a better understanding of the inner working of the co. On the other hand, if someone comes at me with a full arsenal of insults, you can damn well bet I'll reply in kind. Must be one of my many masculine qualities coming out.
Big Hairy Man- SAP does not participate in account or territory balancing the way nearly every other sales organization does. I have worked for most of the Big 4 - where software is used to balance accounts and territories for equality.
This does breed jealousy and resentment. In most companies, CRM is used to route incoming leads on an equal basis. At SAP, managers are left to dole accounts as they wish. One manager gave 3 leads in a row to his best friend, whom he had hired. Another person hired the same month, received none. Smart? No.
Although all reps have $5M quotas, some reps have 5 Fortune 100 companies while another rep might have 8 companies all under the $500M mark. This is not a balanced territory plan nor does it breed success.