A sticky SALESman thread

[Doyle]

Good luck

 

Got the deal done yesterday morning.  Now management has already hit me with - yeah we may not be able to pay you the full commission - FML.  It sucks that they can basically change the rules on us at anytime. 

[Captroop]

I hate working on commission. Hate it. I was constantly burned by it. They say 4%, but then there is always some way in which they recognize revenue that will keep me from getting what I was due. Whether it was ratable, meaning I'd only get paid on dollars as they came in (i.e. I win a 10 year, $10m, contract, the only way I get the full commission is I stay with the company all 10 years and 4% on every dollar that the company gets paid). Or my favorite from my last job, which was they had a "house account." The house account was the 3 top executives in the company, and if they decided they contributed in any way to the proposal, a percentage of my commission went to the house account. Or better yet, if it was a really lucrative contract, they decided that the opportunity was a house account, and I would get no commission at all!

 

So fug commissions. In my current gig I get no commission, but my base salary is $15,000 higher than I typically ask, and if I have a really solid year, then it's reflected in my bonus. I couldn't be happier.

[Panthro]

I hate working on commission. Hate it. I was constantly burned by it. They say 4%, but then there is always some way in which they recognize revenue that will keep me from getting what I was due. Whether it was ratable, meaning I'd only get paid on dollars as they came in (i.e. I win a 10 year, $10m, contract, the only way I get the full commission is I stay with the company all 10 years and 4% on every dollar that the company gets paid). Or my favorite from my last job, which was they had a "house account." The house account was the 3 top executives in the company, and if they decided they contributed in any way to the proposal, a percentage of my commission went to the house account. Or better yet, if it was a really lucrative contract, they decided that the opportunity was a house account, and I would get no commission at all!

 

So fug commissions. In my current gig I get no commission, but my base salary is $15,000 higher than I typically ask, and if I have a really solid year, then it's reflected in my bonus. I couldn't be happier.

 

I had something similar. It was a set rate unless a deal was over a certain amount then it was negotiable. I'd break up the implementation into phases :)

[SCP]

Got the deal done yesterday morning. Now management has already hit me with - yeah we may not be able to pay you the full commission - FML. It sucks that they can basically change the rules on us at anytime.

This has happened to me a few times. I had a big adhesives deal with Kimberly-Clark that would have been millions of pounds a year and the CEO changed my commission rate because I would have been making more than him. The deal fell through but the precedent was set. fug them.

[Panthro]

That is the part I never got. Why punish success. Egos in the workplace are insanely big impediments to success.

[Doyle]

This has happened to me a few times. I had a big adhesives deal with Kimberly-Clark that would have been millions of pounds a year and the CEO changed my commission rate because I would have been making more than him. The deal fell through but the precedent was set. fug them.

 

If they don't pay me the full commission I might set the building on fire.

 

 

[SCP]

That is the part I never got. Why punish success. Egos in the workplace are insanely big impediments to success.

Exactly. You want to grow sales? Don't screw your sales force by limiting their earning potential. Sales people are motivated by the $$, don't fuging mess with my poo. They tried to change my commission schedule mid year last year and I said fug no bros. I have a piece of paper with 3 signatures on it approving the 2013 commission plan, no way I'm agreeing to change it mid-year.

[thefuzz]

Got the deal done yesterday morning.  Now management has already hit me with - yeah we may not be able to pay you the full commission - FML.  It sucks that they can basically change the rules on us at anytime. 

 

 

When I'm working on a whale, I normally let my boss know before, and let them know that if I don't get the full amount, that I will kill the sale.  Nicely of course.

 

 

I also respond with an e-mail making sure that they know the #'s that will be collected by me at the close.

 

My company played with my income last year, but I expected it, and was still going to make more here than anywhere else.

[thefuzz]

That is the part I never got. Why punish success. Egos in the workplace are insanely big impediments to success.

 

In my past, it's usually accountants and CFO types that look at pay outs and don't like seeing those big numbers.  They really don't like it when "stupid" sales people make more than they do...so they rig the game.

 

 

Most of those types figure that the product sells itself, and that we are just loud mouths that like to drink and smooze.  I love when you hear the office staff talk about how easy my job is because I was born with the "gift of gab".  Like talking like a damn parrot ever made me a dollar.

[Panthro]

Replace cfo/accountants with engineers and programmers and you have my issue

[thefuzz]

Replace cfo/accountants with engineers and programmers and you have my issue

 

I was told over cocktails (for him a few too many), once by my then CFO, that he thought that no one in the company other them he and the owner, of course, should make over 50,000....for any reason.

 

A couple months later the changes in commission came down, and I handed him my resignation letter, and explained what would happen over the next 6 months to a year.

 

They lost 60% of their sales force, and he was removed from power after the sales tanked.

[Panthro]

That's the same thought process we have. I have to sell a huge amount before I get any commission. Any other place out there i would make about $75k on that amount.

We shall see what the future holds. I've turned down 3 jobs for more money because I didn't like a couple things and we just had a baby. My wife just got a big raise so I'll be able to roll the dice soon

[boo7382]

If your in sales, check in here

Rules are:

What do u sell/industry: Business Technology. Starts with Copiers, goes all the way to Digital Signage Hardware and Software, Interactive Whiteboards (think smartboards in your kid's schools but geared for business). I work for a pretty large and well-known technology company best know for TVs. I sell everything on the business arm for them.

What's your territory: Currently have 5 zip codes in Charlotte, it fluctuates depending on what rep has quit or is sucking and what parts of that my boss decides to assign me to take over. 

How long u been selling: OUTSIDE sales, just celebrated my 2 year anniversary in January (can you hear the excitement) Inside Sales Ive technically been doing since high school. 

Do u travel overnight? No, but I would love to have a job where I did every so often. 

Marriott or Hilton?

 

 

1. Marketing/Advertising in warehouse/distribution/supply chain industry. Have also sold industrial coatings and industrial adhesives.

2. US, Canada, and now they are sending me to Europe

3. Since January 1998

4. Exclusively

5. Hilton 1st Marriott 2nd

Bonus Answers:

6. Rental car preference? Budget Fast Lane

7. Airline? US Air and Delta

8. Favorite chain restaurant w/o clients? Outback at the bar for Queensland salad and 6 beers

9. Favorite emergency poop stop? Hampton Inn lobby or Best Buy

 

I am so glad I finally saw this ^^^, I have been wondering exactly what it is you sold.

 

I actually reached out to you last month to see if I could take you to lunch and pick your brain on what you do and your experience with things, etc etc. All i had here was your Huddle name to send you a message lol.

 

Anyone else who is in Outside Sales and does any traveling and is making $100k+ per year I would love to ask you some questions!

 

 

B.Champ and I talked a lot during the 49ers game Tailgate. Thanks for letting me ask you questions for an hour!

 

Also- I wanted to say this here because you guys are the ones who will truly understand how awesome this is:

 

Our fiscal year ends in March.

Approaching the end of my 2nd full year here

 

As of Friday (1/31), I have OFFICIALLY MADE PRESIDENT'S CLUB BITCHESSSSSSSSSS

 

Pretty proud of myself, can ya tell?

[SCP]

I am so glad I finally saw this ^^^, I have been wondering exactly what it is you sold.

I actually reached out to you last month to see if I could take you to lunch and pick your brain on what you do and your experience with things, etc etc. All i had here was your Huddle name to send you a message lol.

Anyone else who is in Outside Sales and does any traveling and is making $100k+ per year I would love to ask you some questions!

B.Champ and I talked a lot during the 49ers game Tailgate. Thanks for letting me ask you questions for an hour!

Also- I wanted to say this here because you guys are the ones who will truly understand how awesome this is:

Our fiscal year ends in March.

Approaching the end of my 2nd full year here

As of Friday (1/31), I have OFFICIALLY MADE PRESIDENT'S CLUB BITCHESSSSSSSSSS

Pretty proud of myself, can ya tell?

Congrats! Sorry I missed your message. Sounds like you are well on your way.

There is probably not much I could offer you in the way of advice. Sales is about learning what works for you and discarding what doesn't. I'm sure you have been going through that the last 2 years and that experience is the best learning tool. As far as me, I take a more personal long term approach with my customers. I truly try to have their best interests in mind. Some industries don't require that approach and take a more one and done sales tactic. I prefer my method because it fits me. I even have customers that call me about my opinions on products that compete with mine and if I think the competition offers some good things I tell them. Of course I also tell them about the negatives.

The 10 Be's that I try to follow are:

Be accountable

Be accessible

Be a resource to my client

Be honest

Be persistent

Be observant

Be a consultant

Be willing to work for your customer

Be willing to learn

Be sexy in jorts