Saw it from both ends, management and sales rep. Upper management is unsure of itself. They react, instead of act, They are losing a lot of business to companies that have products and services that work. They don't value experience, band put too much emphasis on young college grads over experience and loyalty. This is why turnover if so rampant. You can have six months of great sales, miss a month and a half and you're gone. They brought in execs from another company, even the guy the other company pushed out. Now how smart was that? Now LocalEdge can't seem to shoot straight.
Some of mangers have a clue
Most of the managers don't.