Serious Commission Payment Issues
Account Executive (Former Employee) – Idaho – February 21, 2017
Cerium has a bad habit of eroding earned margins of it's sales personnel during implementation of sold solutions. For example: Sold a phone system for $100k @ 32% gross margin. Due to install personnel and engineers not familiar with certain products sold in conjunction with the core solution, I was hit with additional labor hours to install switches. By the time the project was completed and system installed, my margins were eroded to 15%. There really is no appeals process, as the individual in charge of the technical staff (one of the owners) is also in charge of the commissions. It's like "The fox watching the hen house".
The labor associated with the installation of the systems is provided by the Pre-Sales Engineer, who is supposed to be in lock step with the technical team in order to apply the correct installation hours. However, that is never the case, as the labor hours given to the AE to populate the quote are always to low. Even when the AE builds in additional hours for a safety net, it's never enough, as there are always costs overruns.
In summary, Cerium will do whatever it can to not pay commissions earned...
Trying to define a corporate culture
Commission payments, daily pressure from sales management, not enough technical support in area vs. those AE's located near headquarters in Spokane, have to fight to get pre-sales technical resources-due to this lost several opportunities