Advice Wanted - Negotiating Salary

Hello sales savages and execs!

I left a fairly cushy corporate job with great benefits right before the pandemic to take on a VP of Sales roles in a small start-up, and found a lot of success in growing the company. The success looks great on paper, however the internal structure is a mess, my commission structure is continuously reduced (1% at this point and a bonus structure that I don't control the ability to hit the target), and there are no benefits. Needless to say, I've enjoyed the ride, and now that the pandemic is ending, I'm looking to take advantage and find more growtth and success elsewhere.

My previous employer has reached out with a pretty decent position a little higher up on the chain, with investments, good time off and work flexibility, and managing a couple of teams across a territory. I'd have to move cities within a week to 3 hours away, and spend the next 6 months visiting my partner on weekends while still paying my share of the rent here and some rent there while we figure out their job move and purchasing a house.
 
The salary offer is decent, though my baseline comfort would be about 10k higher as I know I'd be leaving money on the table from my not-paid-out commission at my current company, and that my worth is higher than their offer. I actually really want this job and am pretty excited at the offer, but I don't want to just drop my pants at the door for it.

In your experience, what are some great methods of approach when presenting a counter-offer for salary? I welcome stories, advice, and insight!






🧠 Advice
🧢 Sales Management
👑 Sales Strategy
6
MrMotivation
Politicker
4
Sales
Treat it the same way you would a pricing negotiation with a prospect. Show them why you deserve x. What you need to show them is the value that your experience at this small startup brought you and how you can apply it to do your new job better. 

They see you as the same employee that left before pandemic, but you obviously are not that girl/guy
SoldMySoul
Opinionated
1
VP of Sales
For sure, great advice! It’s funny because the salary I’m asking for as my base matches what I made with commission end of year for the three years I was with them so I think it’s a fair comparison as well. 
CuriousFox
WR Officer
1
🦊
Remember, they reached out to you. You have power 😉
Kosta_Konfucius
Politicker
0
Sales Rep
Great advice hear!
cw95
Politicker
1
Sales Development Lead
I am in the same scenario as you, I'm having a chat with my CEO this week at some point. Depending on the type of person you are speaking to (in my case a very facts and figures guy) I'd definitely go into the chat with a good case but also not in a strictly professional way. 

I'd make it informal yet also formal and just be honest in why you think you should get the salary. 

Might not be helpful but I am commenting so I can also see advice! 
SoldMySoul
Opinionated
1
VP of Sales
We’re in this together! I hope we both grab some great value out of this thread and keep us looped in on how it goes and I’ll do the same!
CPfor3
Opinionated
1
Business Development Representative
I've always been taught to let them make the first offer then provide ample reasons about your character and what you feel you can contribute back to them followed by a figure more suitable to your liking
GDO
Politicker
1
BDM
Build a personal businesscase and see how they respond. 
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