Zomato battles Revenue Crunch

The chaos in the food-tech sector seems to have breached the front gates of the mighty Zomato empire. After firing some 300 employees – 10% of its team – Zomato seems to fighting a revenue crunch, as well. In a mail that Deepinder Goyal, cofounder and CEO of Zomato, sent to all his employees, it was mentioned that the company’s revenue hasn’t kept up with the growth of its sales team. He mentioned that the company’s sales team has been constantly underperforming and not meeting its target. He is also deeply worried that the company, for the first time in five years, might not be able to live up to its investors’ expectations and may fall short of its promises. In this mail, he asked all his employees to pull up their sleeves and do a “bloody good job from now onwards”. “Sales is the #1 priority for the entire organisation right now,” averred Deepinder. Should a company’s revenue crunch only be the fault of its sales team? A ship’s captain is the one who usually takes the blame for the ship going astray, rather than blaming it all on his crew, isn’t it? Zomato’s inability to bring in the revenue can be the result of several factors, therefore, is it a wise move on Zomato’s part to blame it all on the underperformance of its sales team? Blaming it all on them might only further demotivate them.

According to Deepinder, the issue of the sales team revolves around motivation and training. Therefore, in order to offer them the “perspective and kick” required to do a good job, he tried to answer the some of the concerns raised by the sales team. These concerns, however, depicts insecurity and serious lack of motivation in the team – something that seems to be triggered by the recent layoffs.

(http://inc42.com/buzz/zomato-battles-revenue-crunch-blames-sales-team/)