Here is the essence of the problem: (Ontario, Canada) As…

Here is the essence of the problem: (Ontario, Canada)

As a Senior Enterprise software sales rep working 8 years with an Ontario software company of 15 people, the real problem began in July with a large account I had that had many divisions and the (only other) rep in the company tried to leverage a lead with one of the divisions and apparent attempt to get the acount under his name.

His lead came in through a 'new' reseller. The owner asked me to do a demo of the software for him so he would know we are putting our best foot forward. The end client was a Global Fortune 50 and one of their major divisions was my account already and I was expanding.

Wow - put on the spot. This was the first demo I have done with the owner /boss and it went poorly. The owner is a very brilliant person who created the software. He is fast processor of information, very introverted, has high level anxiety concerns of people who critique and suffers similar emotional / characteristics that many entrepreneurs have. I got him into hockey and we played on the same team...

Over the years I have been the 'solid rock' of the organization. The other rep whom I have guided for 4 years has now turned out to be more alpha-male and wining about accounts.

We are an unusual company. We don't have sales or other meetings. We have never done training. New info bulletins are not sent around but we have learned to find out through the developers.

So the situation: Due to the poor demo over the last 3 mths I have been restricted to working with new accts w/ less than5000 employees, targeted on price quotes I have sent, emails have been scrutinzed and so on. In comparison to what they are apparently trying to correct with me, the other rep has been churning out very poor emails, unauthorized discounts and more. The other rep is very versed in product knowledge and the boss loves to hear his 'dog and pony' show. Presently, during my extensive review of successul demos to sales results this year I am 3 - 1 over him yet I do half the number of demos. They said there would be training like recording his demo. This has not happened.

The company does not have an HR Policy. One owner with a 'very wise' consultant who knows how to play it comes in 2 x a week to assist.
Presently, my sales results are 3 to 1 over the last 4 mths of the other rep.

I need to approach my boss which I have done lightly on some issues holding back the 'hammer' of info that just isn't right of what is happening. Obviously concerned about what he might come back with like. He may say he will lighten up on the alerts he sends to me but not the accts or other. At the end of the day they are rationalizing facts and evidence to suit their own perspective.

Please advise