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Advice Needed: My boss keeps taking my deals!

I'm new(ish) to my specific segment of tech, but not to tech-sales at large. Because of my history I've got a lot of connections that I'm able to leverage to get in deals. In the one year I've been on board here I've found myself in 4 "life changers" and multiple smaller deals.


Every. Single. One. of my "life changing" opportunities keeps getting confiscated. It's a "this is too big to have a newbie on" sort of situation. I still get all revenue credit from the sale, I get all commission as if I sold it, but I'm completely blocked from the sales process.


I see where the owners (my bosses) are coming from; if any single one of these 4 close it means BIG things for our company trajectory. They can't afford not to have their best on the project, and this gal def isn't the "best" in the company (yet). However, I have an insanely difficult time calling an account or win mine if all I did was set the initial meeting and it was out of my hands from there.


Do I keep cashing checks and keep up the grind, or do I call out that I feel this inhibits my professional growth? If you think I call it out, give me some ideas on how to do this tactfully considering I'm talking to a small business owner who sees the opportunity for their company to double in size by EOY if they close these opps.

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10
funcoupons
WR Officer
+11
up in Fiji, under paddy
Honestly I would 100% be happy with taking the commission for doing very little work.

Doesn't sound like they're blocking you out for nefarious reasons. Have you asked if you can sit in on meetings to learn? Then after a few you could ask to participate a bit more and slowly earn trust until you're doing it on your own.Β 

UserNotFound
Politicker
+9
Mid Market Manager
I do want to add... I cannot even express how cool it is that they still give me 100% credit and commish- like these aren't small deals, and I know that means a LOT.Β 
UserNotFound
Politicker
+9
Mid Market Manager
Yes, I have asked. They keep telling me it creates a 'too many cooks in the kitchen' type of scenario. Or that 'well we have to get creative here and this one won't translate into the kind of experience we want you to have'Β 

It feels very defeating.
ju
justatopproducer
Opinionated
+2
National Consultant
You can always say, β€œperfect, I was in the kitchen first so see your way out” Or, tell them you’re happy to continue to bring warmer leads through your network but you feel like you need to continue to add value in their eyes or you could lose value in the eyes of your network. Im sure they will allow you to take a bigger role than just introductions and setting meetings. Plus its the only way to sharpen your skills.
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
Personally I'd ask to at least be involved with the process to allow me to accelerate my career growth and understanding within the company, even if it is hands off
UserNotFound
Politicker
+9
Mid Market Manager
I like this... like let me do the "behind the curtain" part of the dealΒ  & let them do the dog-and-pony-show so that we all win.Β 
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
Exactly. I saw the too many cooks comment, stress that you don't want to be client facing, you just want to be able to have a deeper understanding of the product, company, and sales cycle so that you can accelerate your growth and worth to the company as well as deepen your understanding and skillset overall.
paddy
WR Officer
+10
Account Executive
Only bring them late to the sales cycle when you absolutely need their help. I wouldn't tell them about discovery calls and early engagements in the deal cycle simply to force yourself to learnΒ 
UserNotFound
Politicker
+9
Mid Market Manager
I wish... but I'm way too new to network infrastructure to fake it across the table from a network engineer.Β 
paddy
WR Officer
+10
Account Executive
Welp, in that case I'd just learn as much and as fast as you can so you can justify running your own deals. Absorb as much info as possible and take notes is my advice.
CuriousFox
WR Officer
+11
Needer of Life Alert
Why not tell your boss exactly what you said? You understand where they are coming from. However, since you're new, you would like to observe the process so you can learn?
UserNotFound
Politicker
+9
Mid Market Manager
I've tried, I keep getting rejected... They keep telling me to learn on the small ones, because the big ones aren't for learning. Which- I understand, but even being exposed to those conversations can accelerate a knowledge base.Β 

My current position keeps falling on deaf ears, which is why I'm hoping the WR can help me either suck it up and move on- or craft a better argument.Β 

Also, definitely not complaining that I still get 100% credit. I'm pumped about it- I just like to win more than I like $.Β 
DungeonsNDemos
Politicker
+7
AE of B2B
If you're getting boxed out, I would keep grinding the smaller deals and learning. If in 5-6 months you've learned enough to be included on the backend then you can ask again, but lean on your merit and growth from the smaller deals.Β 
If they keep blocking you forever then that is stupid on their part, but if I were in your position and could just set up huge opportunities with handsoff (letting them close), I wouldn't feel too bad about it. Think more longterm if you can.
Show 1 more replies
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
This is shitty but they are paying you..so keep getting paid.
CharmingSalesGal
Opinionated
+6
Account Executive
I'm a super big fan of group selling. I absolutely hated it at first because I struggled with the power dynamic in it but essentially you have one person take the lead and have one or more people be on every call with you hanging in the wings.

It can be beneficial for multiple reasons but my favorite is because other people hear things differently than you do and that's good to have for reflection purposes! This also helps you grow as a rep because you're exposed to different stories and explanations to help your sales process improve.

Maybe if you phrase a dynamic like that, they'd be open to it? This will allow the "best" reps to be in on the deal but also with your personal connections to be involved and a more warm conversation.
GDO
Politicker
+7
BDM
As long as you get the comish and credit it s fine. Btw ask to be present during the whole cycle. You ll learn as well
beerisforclosers
Politicker
+8
Account Manager
And this is why I hide my deals. Management gives me hell because all my big deals "come out of nowhere" and don't show in SFDC until they're essentially closed.

You're getting paid for not doing as much work so I'd probably roll with that. BUT if you have a deal you want to run, I'd keep it to myself until I really need help.
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