The account development role should be retitled 'glorified meeting booker.' The other roles in the company don't take 95% of the ADRs seriously, so ADRs try to compensate for that internally by pumping themselves up internally with illusions of grandeur and trying to convince themselves that they're making an impact at the company.
-Pair that with getting guilt tripped by management for being in the office less than 10 hours a day. The sad thing is that management and the rest of the company knows that most new hires are straight out of college and don't know any better, so they take advantage of them and work ADRs like dogs not knowing what a normal work environment is.
- All of management is a few years out of college as well (MuleSoft is the only company they've ever worked for), so not only do they not know how to manage, and end up poorly managing and falling short of transparency with their new hires, but the field sales organization and upper management doesn't take them seriously either.
- They keep regurgitating the importance of "radical candor," when in fact you get barked at and at best ignored for being radically candid.
- Management has prepackaged answers for employee concerns like "I understand why you're frustrated..."
- They say we don't call with scripts, but we cold call with scripts.
