FinTechAE

Accountexecutive

Boss just asked to delay payout on a bigger deal

Somewhat complicated situation. I get paid commission monthly. Basically the commission plan changed after December, but after some back and forth they agreed to pay the commission that was originally agreed upon. Now over two weeks later I received the attached message.

Side-note(s): I don't "need" the commission from that one deal, I exceeded quota by 160% without it so I will still receive a good check. It just feels a little strange and am curious how others would approach a situation like this.

💰 Compensation

🍾 Commission

✍️ Sales advice

83 comments

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oldcloser

Arsonist

💀

What a shitty nervous dance. While I almost feel bad for the sender, I just can't get myself to care. You earned it and the FAT STACK too. When did you become the company's bridge capital lender? It seems you've got solid rapport with the boss. You could go so many ways.
Soft: Hey, I get that we're in a tough spot. Whatever you need, buddy.
Compromising: How about half now, half later.
Passive aggressive: Banks charge interest. What's the vig?
Assertive: I don't find this acceptable, honestly.
Aggressive: You're joking, right? No, I expect to paid per policy.
Violent: Fuck you. Pay me.

Whatever you do, don't forget that it's your fucking money, not theirs.

poweredbycaffeine

WR Lieutenant

☕️

Violence is sometimes the answer.

oldcloser

Arsonist

💀

indeed

medhardwaredr

Opinionated

Director of Sales NA

lol nice

FinTechAE

Valued Contributor

Accountexecutive

If I gain nothing else he did ask me to spar for months on end after finding out I train mma. He thought mma wouldn’t be effective because he has 70lbs on me. So I caved and tested his theory. I’ll always have that

oldcloser

Arsonist

💀

I love this twist. “Remember that time I kicked your ass? Yeah. Pay me.”

HVACexpert

Politicker

sales engineer

Hahaha “I will literally fuck you up if I don’t get my money”

Revenue_Rambo

Politicker

Director, Revenue Enablement

There is also the combo play....

Start wearing this to all internal meetings.

FinTechAE

Valued Contributor

Accountexecutive

I actually had a similar feeling for the sender.
I tried a combination of compromising, Passive aggressive and Assertive. He's going to his leaders and getting back to me.

hahah the shirt idea is solid. Younger me would. Dad me won't

oldcloser

Arsonist

💀

I so relate to this. It’s indisputably best practice to be the dad you. Younger you can exist, but has to take a backseat. Good on you for keeping that in the right order.

jefe

Arsonist

🍁

Man, OC is dropping pure wisdom and not just sales wisdom up in this bitch.

unclespacejam

Politicker

ur dad’s brother

Truthfully you have to treat this as a situation where you determine the precedent that is to be set. You get to choose what that precedent is:

1) they learn that they can put you on ice for money you’ve rightfully earned under the terms THEY set (don’t choose this option, they WILL do this to you again, if you allow it)
2) you can say “fuck you pay me” in whatever manner you so choose
3) find an alternate solution where everyone wins,(assuming you aren’t strapped for cash at the moment, been there) my honest opinion would be to suggest they make the payments monthly until the original commission is paid, and tack on an extra couple points on top for delaying payment to you (re: TIme Value of Money -> $10k today is worth more money than $10k in 3 months)

As said above, this shit wouldn’t fly if you owed them money, why is it any different when they owe you?

You got all the leverage dog, make your case and remember you get to decide here.

FinTechAE

Valued Contributor

Accountexecutive

You’re 100% right. I took this job last year and found out right away that my OTE was 20% less than I was told in my interview and I basically said, alright I’m going to earn my stripes and exceed that amount anyways. Which I did this year. Unfortunately I think they saw it as an opportunity.
I essentially did a mix of option 2 and 3 and will here back about it this week.

unclespacejam

Politicker

ur dad’s brother

Here’s hoping you get the result you’re looking for dog. If not I think this is likely an early sign that it’s time to move on to another company

medhardwaredr

Opinionated

Director of Sales NA

Again with the solid input. Finteezy listen to oldcloser. Nice job on crushing quota congrats

FinTechAE

Valued Contributor

Accountexecutive

Thanks for the input. I was able to workout a % now and a % in April, that worked for both of us and have now gotten everything in writing. Side note: This did backfire on them even more, while breaking down my commissions I found some more money that "Spiff missed" and is now being added on top of a bonus for the hassle. It was a pretty awkward sit down, but ultimately I think they thought I would just be okay with it and not pushback, as that's been my approach with everything over the last year. I definitely needed to make sure they knew that I'm aware of my value.

oldcloser

Arsonist

💀

Well played, sir. Glad to hear this, particularly for the dad you.Well done.

FinTechAE

Valued Contributor

Accountexecutive

You and I both. Glad dad me runs the show now haha

TheColdestColdCall

Executive

Enterprise Account Executive

I really enjoyed this response, I wish I could've upvoted it twice.

Filth

Politicker

Live Filthy or Die Clean

I would just get everything signed in writing before agreeing to anything. I've done something like this for my org, I just made sure I had my ass covered in case they decided to lose all my commish at the ponies.

Sunbunny31

Politicker

Sr Sales Executive 🐰

This, absolutely. Always in writing, whatever you mutually decide to do.

FinTechAE

Valued Contributor

Accountexecutive

Yeah that's definitely the smartest. I'll make sure to do so.

Founding BDR

Just reply with this:

FinTechAE

Valued Contributor

Accountexecutive

😂😂😂

Account Executive

What happens if you get fired or find another opportunity between now and then? What if your manager gets fired or finds another opportunity, you prepared to defend your position? Too much risk with too little upside. What’s in it for you besides a pat on the back for being a good little worker. Their forecasting problems aren’t your concern regarding their budget.

I’d definitely be firm with my position.

FinTechAE

Valued Contributor

Accountexecutive

This was my main point. I’ve never been the type to look or ask for a handout but I thought it was crazy that they basically asked for a loan and offered nothing in return.

Account Executive

Yeah dude I dunno. It would rub me the wrong way. Whatever you do decide though, you’re not a charity. It’s a professional business relationship between you and them. Feelings aside, put on your AE hat for a second, what is your gut telling you to do?

My professional instinct says “get fucked, pay me”. But that’s just me. I don’t care about their budget.

There’s just too much risk. They didn’t even offer you shit man.

FinTechAE

Valued Contributor

Accountexecutive

So they tried saying they were doing me a favor by paying me the original larger amount of commission based on last years comp plan(it was already determined it would fall under that plan, which I confirmed and recorded beforehand) so I semi calmly explained the difference between a favor and fulfilling a commitment. I then highlighted how wild of a request it is to ask to hold on to that much money while offering absolutely zero upside for me. The most mind melting part of this, is the company isn’t “strapped for cash”.

unclespacejam

Politicker

ur dad’s brother

Truly irritating. They’re essentially telling you the hang on and not get paid in full on money you earned on the rules that they set, JUST so they can appease mummy and daddy in finance and make the accounting “less lumpy”

How about get fucked bud?

Get ur bag @FinTechAE you earned it

FinTechAE

Valued Contributor

Accountexecutive

Yeah, my inner dialogue is very much aligned with what your saying. The dad in me doesn't want to risk getting paid in full and then them finding the reason to give me the boot. it's tough to balance something that shouldn't need to be balanced.

unclespacejam

Politicker

ur dad’s brother

Exactly. Shitty situation to deal with but you gotta do you what need to take care of your fam. Full stop. Businesses don’t have feelings

DataCorrupter

Politicker

Account Executive

Hate to say, but I'd be paranoid that I was going to get let go before the second check hits. Like a healthy paranoid, like you could actually get screwed. I'd really be documenting EVERYTHING right now. What was talked about, what was agreed, who was there, when and what time, following up with everything in writing, email, etc. Legally airtight. A lot of things can go wrong between now and then, and you never know what people will do, so just stay (healthy) paranoid and document it all so you're covered.

FinTechAE

Valued Contributor

Accountexecutive

Absolutely. I actually recorded the conversation and have received documentation guaranteeing the rest on April 15th regardless of job status

Justatitle

Big Shot

Account Executive

Ask them if you don't hit quota if it can just be tacked onto next year and there aren't any penalties for it. this is a 2 way street

poweredbycaffeine

WR Lieutenant

☕️

My thought is this: they will have the same issue the next time you close a big deal, that is unless they don’t change their comp plan as a result of this deal.

waterjugsales

Politicker

Account Executive @ Funemployed

There’s some guy on LI who specializes in helping folks who’ve had organizations try to not follow comp plans/payouts. I forget who, hopefully someone can jog my memory here.

I’d get in contact with them as well, cover all bases here. Even if they are well intentioned.. you never know.

waterjugsales

Politicker

Account Executive @ Funemployed

Dan Goodman - search for him on LinkedIn and maybe get in touch with him early

medhardwaredr

Opinionated

Director of Sales NA

This would be helpful to know. Following

waterjugsales

Politicker

Account Executive @ Funemployed

Dan Goodman

medhardwaredr

Opinionated

Director of Sales NA

You rock much appreciated

FinTechAE

Valued Contributor

Accountexecutive

FinTechAE

Valued Contributor

Accountexecutive

Dan Goodman!

Revenue_Rambo

Politicker

Director, Revenue Enablement

Sure..... as long as you add my 5% convenience fee.

FinTechAE

Valued Contributor

Accountexecutive

I thought about saying something similar, but ever since having a kid I get paranoid about losing my job

Revenue_Rambo

Politicker

Director, Revenue Enablement

Yeah seriously doubt they'd go for that.

Honestly their ask doesn't make complete sense to me. They want to push it to next fiscal because of cash in Q1?!?

Q1 is next fiscal year.

If they misspoke then I'd want to know what's changing in Q2 if they are short on cash in Q1?

FinTechAE

Valued Contributor

Accountexecutive

The companies fiscal year ends in March. From what I understand they didn't properly forecast. They made a few hires this month that they didn't anticipate, and weren't anticipating a close this size. To be honest it doesn't make a ton of sense to me as it's a pretty well established company

Revenue_Rambo

Politicker

Director, Revenue Enablement

Be sure all of this is spelled out crystal clear. Q1 calendar and Q1 fiscal are entirely different things. If you are nice enough to let them float the money have the exact date of payment in writing.

Gasty

Notable Contributor

War Room Community Manager

Collect as many proofs as possible, as many clarifications as you want. This is a tricky situation as everyone mentioned but you gotta protect your own shit.
1/2 and 1/2 seems like a good idea to me. Take 1/2 today and 1/2 later. Atleast even if it’s a total loss you’ll still be in a better position than with 0 and 1(later).

HVACexpert

Politicker

sales engineer

Turn it into a Bobby Bonilla day. You can pay it out in regular increments if you add X% interest.

For those that don’t know Bobby Bonita negotiated a pay out structure with the Mets for his contract that paid him over a $1mil a year for like 30 years, even well past retirement.

Space_Ghost20

Valued Contributor

Account Executive

FYI, he had a similar deal with the Orioles.

FinTechAE

Valued Contributor

Accountexecutive

Bobby Bonilla was an absolute animal!

Revenue_Rambo

Politicker

Director, Revenue Enablement

He’s still collecting. Agreement runs until 2035.

CadenceCombat

Tycoon

Account Executive

Dude, i hate this situation on so many levels.

FinTechAE

Valued Contributor

Accountexecutive

Yeah it’s definitely not fun. I want to be a good employee/team player but I also don’t want to be a doormat.

SaaSguy

Tycoon

Account Executive

I mean this is totally situational. If you love the boss and company id ask for a give/get for their ask.
"Totally understand, im willing to take the delay on payment in exchange for some additional equity/pto/what ever ask you want thats not $"

If you dont particuarly like your boss or company or see yourself their long, id ask them to pay as per outlined in any signed off contracts/comp plan.
Up to you, id personally get my money as owed.

jefe

Arsonist

🍁

Agreeing with the advice here. Definitely get it in writing, and @unclespacejam is right about being cognizant of the precedent being set.

I'm glad you're talking to Dan Goodman - you gotta take care of yourself.

Hopefully you can be a team player but also have them work with you a little so that you're not just laying down.

Best of luck and keep us updated!

FinTechAE

Valued Contributor

Accountexecutive

Thanks for the input. I was able to workout a % now and a % in April, that worked for both of us and I have now gotten everything in writing. Side note: This did backfire on them even more, while breaking down my commissions I found some more money that "Spiff missed" and is now being added on top of a bonus for the hassle. It was a pretty awkward sit down, but ultimately I think they thought I would just be okay with it and not pushback, as that's been my approach with everything over the last year. I definitely needed to make sure they knew that I'm aware of my value.

jefe

Arsonist

🍁

Hahaha oh man, sounds like you handled this the best possible way. And it did not work out the way they expected it to.

Way to set the tone for the future.

NoToBANT

Catalyst

Senior Account Executive

Here are my thoughts:
1) if they’re a true start up this may be a Runway issue, I would get clarification on what happens if they can’t pay you at the promised time
2) if the above is the route you go down (delayed payments) it kinda sucks if they go broke, because they literally can’t pay you
3) on the other hand, this could be an opportunity to show you’re a true team player - once again if you decide to delay get in touch with Dan Goodman who can help you write up a solid document which is signed by both parties
4) my honest opinion: say no, that you have commitments that you can’t delay - take the money. If they kick up a stink when you’re doing them a favor - bow out

FinTechAE

Valued Contributor

Accountexecutive

Great advice! I’m actually in talks with Dan now

SalesBeast

Politicker

Sales Leader

Companies will shit on you in an instant and do anything to screw you over. Company is looking out for itself with no upside for you. I do not trust it. If the company got payment on the deal it is time two pay up. They could try to fire you or screw you over soon.

FormerStartupJobHopper

Tycoon

I think there is a strong argument for just saying no. This is not a reasonable request IMO. Imagine if the roles were reversed in some way ie you owed them money or were asking for an advance? You would be told to fuck right off.

If you are going to consider it at all I would insist on a sit down to discuss in detail.

1) why do you want this?
2) does this mean the company is in trouble? no bullshit. they should be HAPPY to pay a fat commission. It means they just made a fat profit. The idea of a commission causing financial trouble is not logical
3)what about if the company goes under before you get paid?
4)what happens if you don't get paid when agreed to?
5)what happens if you get let go or quit before you get paid?
6)what happens the next time you close a bigger deal? This is one of the biggest reasons I wouldn't do this, you don't want to set the precedent that FinTechAE is okay with getting paid late and can be used to float when cash is tight. If you do agree to any concession I would insist that it is explicitly agreed that this is a one time exception to your comp plan and you won't consider further concessions in the future
7)anything you agree to should be IN WRITING and circulated to everyone involved

Honestly as I type this out - I wouldn't do it. "I'm sorry you're in a tough spot but I'm not in a position to make what is effectively a loan with no interest. I have to insist that I get paid on time and in full as agreed."

FinTechAE

Valued Contributor

Accountexecutive

Awesome insight here! Thank you.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Great opportunity to be a team player.

FinTechAE

Valued Contributor

Accountexecutive

I’d love to hear more about your thoughts on this approach

Justatitle

Big Shot

Account Executive

I actually have a question here, does your comp plan state that you will get paid out after the client has paid their bill? If the answer is yes then there is absolutely no reason they can delay your payment. If they pay you upon bookings then I can see a case being made for the company.

FinTechAE

Valued Contributor

Accountexecutive

Comp plan says that any deals closed will be paid in full, the calendar month after a signed agreement is received. It does have a “clawback clause” that states they will take commission back if anything falls through within 90 days of signing

Justatitle

Big Shot

Account Executive

Quite honestly, You are not going to want to hear this, probably best off if the commission from the deal is a xx,xxx amount so there's no risk of a clawback. I've seen clawback horror stories and it sucks.

FinTechAE

Valued Contributor

Accountexecutive

Honestly any insight is helpful. As I mentioned I don't necessarily need the commission from this one deal anyway, it just felt like it was really handled oddly, and I think the approach is indicative that there was no thought of what was in my best interest and I'm concerned that they will continue similar actions if I don't show some sort of resistance. Clawbacks suck for sure, but I do plan for them with an account I set aside, and really they just aren't commonplace with this sale. I only had two all of last year out of over 500 sales, so while possible it's just unlikely and they're aware of this.

Justatitle

Big Shot

Account Executive

Apologies if the response was misconstrued, you should push back so they don't feel they can fuck with you in the future, they wrote the comp plan and you agreed to it, now they are changing it because of their problems, not yours. Would they do the same for you? Not so sure. But as a glass half full view, it might not be the worst thing in the world. But get it in writing and signed that commission will be payed.

PitchMaestro

Personal Narrative

Account Executive

It amazes me how this bs still happens. either way, well played sir!

FinTechAE

Valued Contributor

Accountexecutive

It’s a mindset I can’t comprehend. Makes me feel like they aren’t human

Ambassador and Member

Hi, sorry to say this but this does not look good. delays usually genuinely means they really just do not want to pay you and will stall until you give up. I would urge to collect all proof required to demonstrate that you have closed every single deal. and the payment/commission rate expected collect all proof just as a best practice should they have a bad faith based situation where they wish not to pay you. Watch for when they then say that customer has to pay full some first and they may even negotiate with buyer to extend the payment term. Just saying better be safe than sorry. This usually happens also when the company is really backed by a PE and they are not hitting quota as a company and cash is lacking or not at the expected amount even then. i guess just do your due dilligence and tke the relevant precautions.

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

https://www.youtube.com/watch?v=IpwSXWq1wwU

FinTechAE

Valued Contributor

Accountexecutive

😂😂😂

Padraig123

Executive

Mid Market Account Executive

If you push it out I would definitely ask for something additional for helping them out. Just like any negotiation a give get could work here

TheEnglishMajor

Opinionated

Account Executive

Question ... do you have a written commission plan documented somewhere? Whether or not it's been signed, save a copy. Email it to management and BCC your personal email so that you have access (or just email it to yourself). In my experience stuff like this can get ugly
Previously sold commissions software and also have an HR background, feel free to DM me if I can help in any way!

deathbysales

Politicker

Vice President, Sales

Sure, but there is a finance change for you lending the company money.

Business Performance Advisor

Your money brother! You didn’t write up the comp plan, they did. It was budgeted for when they thought structuring the commission that way would help you reel in a whale, but now that you closed it you have to work with him on how you’re paid? Bullshit. Go get what you’re owed.Up front. Good Luck.

AnchorPoint

Politicker

Business Coach

Ask for a bigger percentage for the loan.

FranchiseSalesQB

Politicker

Franchise Sales QB

Your boss talks to you like that? Also, if the co got paid from the customer whats the issue with paying you on time? That's odd.

FinTechAE

Valued Contributor

Accountexecutive

He’s a young “bro” I’ve learned to pick my battles. I’m still not entirely sure honestly

NotCreativeEnough

Big Shot

Professional Day Ruiner

I know my company has a windfall clause where if the commission payout is over x% of OTE they have the right to make it in several payments as opposed to one lump sum. I’m guessing based on this email your org doesn’t have something like that in place and is now regretting it?

If no clause in the comp plan for this… I’m telling them they need to pay me now. How big my check is without it doesn’t matter.

Chief Revenue Officer

This is a large red flag. They asked you to do something and agreed to pay you money if you did it. You did it and they owe you money.
You may have no choice but to accept the compromise but do not be naive enough to believe this will be the last time this "favor" is requested.
Work on your resume and call some recruiters

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FinTechAE

Boss just asked to delay payout on a bigger deal

83 comments

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