UserNotFound

Account Executive

Notorious Answer

Valued Contributor

Boss Keeps Taking My Deals- Update

I posed a few weeks ago about how my boss keeps taking my enterprise deals, and though I'm being offered full revenue credit + comp, I hate it. I like thrill of the chase, the mental game of chess, and the butterflies of the proposal and subsequent revisions/negotiations. All of this is being taken away from me and I hate it.

You all told me to cash my check and be satisfied with my smaller deals, but fight for the opportunity to take a backseat and learn on those big ones.

A couple of weeks have gone by and I've found out that not only have I been completely cut out of the process (as in there have been multiple meetings I don't know about with multiple accounts), but was recently called out by one of the buyers for it at an event. "Why haven't I seen you? I'm engaged here because of you, to be honest I don't like dealing with [boss] that much and I thought I'd be dealing with you". I gave this feedback to my boss, who doesn't take criticism well and totally ignored it then held a meeting two days later without even including me on the invite to make it look like he's trying to bend to their will. I was already booked, wouldn't have been able to attend anyway.

We're still going to win the business because even though there's a personality conflict we are the only company solving the problem at the company that called me out. The DM told me as much at that event.

Here's my question: How the hell do I convince my boss that leaving me out is HURTING our relationship and not 'shortening the sales cycle because of coordinating fewer schedules'? Since the deal going to close either way do I just let it ride and then ask the DM to have a transparent conversation with Boss after the ink dries?

🎈 Mentorship

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46 comments

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Kinonez

Celebrated Contributor

7

War Room Enthusiast

Maybe you should take his job at this point!

GoBlue

Old School Bravo

0

National Account manager

Agreed. No trust, bad leadership...whatever it is is all bad.

AlphaCharlie

Arsonist

4

Account executive

This is horrible!

DungeonsNDemos

Big Shot

3

Rolling 20's all day

Dang, I remember your post and I was hoping that it would go well for you. From what it sounds like, your leadership will sink the boat with how close minded they are being. They aren't giving you the room to grow or trusting you to hold a piece of the pie.
A good boss who gives you the opportunity to achieve and learn, creating more strength for the company and team, should be your top priority for long-term growth.
If you stay there, you will keep getting pigeonholed.

I would have a candid conversation with him and be direct. You want him to be on the same side as you, and if they don't see your value, I would start looking elsewhere.

No to be a doomsdayer, but I would start interviewing ASAP. If they are truly so short sighted, you might be seeing the door by calling them out.
so only bring this up if you're able to walk and have something lined up would be my advice.

UserNotFound

Politicker

1

Account Executive

Well, that's the thing... it's actually, legitimately, the best job I've ever had otherwise. Company perks are unparalleled so I don't want to ruffle feathers- but I DO want the opportunity to hone my skills. I just keep being told these opps aren't ones to hone skills on, they're ones to catapult our company to the next level.

I'm trying to be okay with it- but there was a meeting scheduled in secret for my largest opp for next week. Wasn't even on anyone's calendars until I asked 'how is this one going' and was met with 'oh! I thought I told you I'm traveling there to meet with them next week? You're not invited because I was going to be in town anyway so I figured I'd just do the entire presentation at that time' After that conversation it magically appeared on boss' calendar.

If we land it, this will be the largest deal in company history and will be "mine", except you and I both know I can't confidently call that shit mine if my involvement stopped at discovery meeting. If that makes any sense?

Incognito

WR Officer

-1

Master of Disaster

it sounds like your boss is totally using your talent and taking all the credit like a vulture. play the sexism card really fucking hard with HR or something.

UserNotFound

Politicker

0

Account Executive

So... my boss is the owner. There's no where else to go. But again- I LOVE this company, its just these few deals that are really wearing on me.

Incognito

WR Officer

1

Master of Disaster

Oh. Well, still document for a lawsuit in case it comes to that.

Otherwise, you're gonna have to figure out how to play his game. Definitely have the prospect cc you on every interaction if you can, otherwise I don't think you can get around it. Unless you're making them so much money that you straight up demand to be in the room or you're walking. If he is the owner, I'm sure he likes money. Threaten to take that away (in a very professional manner).

UserNotFound

Politicker

1

Account Executive

Annnnnd THIS is why I tagged you. Thank you, I like the 'threaten to take that away' because with the deals I have boss in, he's literally staring at hundreds of thousands headed to his pockets if we win. Which is likely why he's so protective- but, damn dude, let me do my job! Just have to help him see that keeping me out of deals keeps him from even bigger paydays once I'm all educated up.

You're the best!

DungeonsNDemos

Big Shot

3

Rolling 20's all day

Lol, well that somewhat explains it. The owner always has a different feel as "this is their baby", which I've seen a number of times. From this and the previous comment, if the perks really are that great and you're getting paid for him to do the legwork === take the commission and just stick it out a while.
Keep cutting your teeth on the small deals and if you're truly not happy by year end even with the money and perks, look elsewhere.

I can speak from experience, the grass is NOT always greener.

UserNotFound

Politicker

1

Account Executive

Thank you! Yeah, it's def nuanced here... because I get why he's like this, but at the same time it's creating anxiety in me (ie if he does all the work but pays me, does he have the opportunity to hold that over my head) as well as eroding my opportunity to learn.

DungeonsNDemos

Big Shot

2

Rolling 20's all day

very true. Mental health is super important too.
Have you made a pros and cons list?
And I agree - document everything you can to cover your ass if they try to not pay you after shutting you out.

UserNotFound

Politicker

1

Account Executive

@Incognito I feel like you may be able to offer some advice here? I honestly can't tell if I'm being left out because it's a boys club or because my boss isn't a good leader/teacher.

Incognito

WR Officer

3

Master of Disaster

Have the prospect request you specifically for meetings, like cc you on it. Then take that documentation above your boss's stupid fat head. It could be a combo of both.

If it's a boys club thing, document every single time you've felt that was the case and you've been discriminated against. With dates. Escalate the shit out of that, and I promise that you won't be left out of a deal ever again. And if you are, you have everything you need for a very sweet lawsuit.

Gottapumpthosenumbers

Opinionated

0

Biz Dev

I hope this isn't the case. But if it is, documentation is key. Great points here.

CaneWolf

Politicker

1

Call me what you want, just sign the damn contract

Just remember that HR is to protect the company, not you. Make sure your documentation is rock solid (you are going to have plenty of examples to work with).

User1234567

Politicker

1

User1234567

Honestly that’s a horrible situation

alecabral

Arsonist

1

Director - Digital Sales Transformation

The fact that your boss needs convincing makes him an asshole in my book, or just a poor manager. I wouldn't stay long with him..

Gottapumpthosenumbers

Opinionated

1

Biz Dev

I haven't seen your last post. But if you have a link, I'm happy to take a look.

Potentially stupid question - Have you tried to just sit down and ask, "why am I being left out of late stage meetings?" It sounds like this comes down to a lack of trust. Whether that be a simple lack of trust in you, or the fact that your boss is feeling chopping block pressure from above. I think you need to get down to the "why" behind these instances.

UserNotFound

Politicker

0

Account Executive

https://bravado.co/war-room/posts/advice-needed-my-boss-keeps-taking-my-deals

Gottapumpthosenumbers

Opinionated

1

Biz Dev

Thanks! This context is helpful.

Okay, if I'm you, I'd do a couple of things-

1. Like I mentioned above, I'd make it a priority to get to the reason you're not being involved at all. It's one thing to have leadership assist in the closing of a big deal, but it's another to be completely cut out of the process. How are you supposed to be able to handle these deals in the future? <-- I would use that question in your explanation for wanting to be involved. To me, your boss' reasoning of "less schedules to adhere to" is a BS smokescreen.
2. Then, I would advocate to be involved in all stages of the process. In order for the business to scale in any meaningful way, you need to be empowered to be the closer. As such, you should be seeing, hearing, and witnessing all of the steps.
3. If your boss is still opposed, I'd recommend going above them. Obviously, this is a sticky step. But, you don't know what your boss and the next level of leadership are discussing behind closed doors. If your direct manager is a roadblock to you on deals, they could also be a roadblock to leadership hearing great feedback about you. Because of that, you need to advocate for the fact that you want to be self-sufficient and the fact that you want to be the best.

Always remember, your positioning and phrasing in these types of conversations matters in a huge way. So be tactful.

Hope this helps!

softwaresails

Politicker

1

Sales Manager

Definitely depends on how the company is structured but many times you may need to go to someone that is above your boss. Or next to your boss in the org chart.

Many times taking this to your "boss" who is causing all these issues isn't going to solve anything.

slaydie

Big Shot

1

Account Executive

Yikes, thanks for the update. Maybe let the deal go through and then bring it up for your boss. Say something like 'hey great job, so happy we closed that deal. Mind if I offer a bit of feedback?" and then if they say yes let them know what the client said and then suggest that maybe you can tag team the deals for a bit and show them how great you are so they feel comfortable letting you do them alone...at that point you have nothing to lose.

UserNotFound

Politicker

0

Account Executive

I love this tactic! I feel like I'm trying to 'claw' my way into deals by grasping at every opening, but instead I'll start to just wait until it's over and then address it in it's entirety so there's less chance to make excuses.

CuriousFox

WR Officer

1

🦊

Recap this conversation and document everything into an email. Include his managers.

Have the client specifically ask for you in writing. Also have them copy you on any correspondence to your "boss."

This is pissing me off for you.

APalmoze

Good Citizen

1

Business Development

Dude I’ve been hearing about these stories. Why TF do they do that?!?

UserNotFound

Politicker

0

Account Executive

It's KILLING ME! I know 100% it's a trust thing, but tbh I was recruited here by the person doing this... so, like, did you hire me because I'm good or because you wanted someone who is easy to keep in line? Because I am only 1 of those things...

Stratifyz

Big Shot

1

Account Executive

I’d have to ask for a 1:1 meeting and just lay things out transparently. I had a boss do this and I said fine, you wanna close em? Not sure how you expect me to grow but either you can continue with this and I’ll end up finding a new gig where I’m afforded the opportunity or you can release the reigns and realize I know wtf I’m doing so you can focus on larger things.

UserNotFound

Politicker

1

Account Executive

Yes, yes, yes! I have tried to approach it and was told off, and honestly once I got my ass handed to me for asking for updates on one of these accounts (boss: "you're micromanaging me and it stops now" my response was "bullshit. you can't micromanage someone if you have no authority over them, I'm trying to make sure that I'm not left in the dark" ...it didn't go over well.)

I'm going to have to have a more assertive conversation. I'm here for the money, of course, but I'm also here because I love the entire psychology of the game and that's being stolen from me.

Stratifyz

Big Shot

1

Account Executive

Yeah, I mean… this person wouldn’t mesh well with me. I would honestly start looking elsewhere because this is a load of shit. It’s not conducive for you and your growth and that’s what matters the most.

OneCallClose

1

VP, Client Services

I think you want to consider the opportunity cost greater than the lost opp of honing your skills. By your boss taking over they get the clout internally of “owning the win” If it persists, it’s likely hurting your career path / growth potential the way this is being handled. It’s a tough one, but you have the benefit of it sounds like they aren’t doing a great job of doing it. I think you keep being vocal about your displeasure, and maybe look for an opp to get some more exposure to this issue. Make a remark with another department/leader on the phone that could shed light. I think patience will pay off here, but if you’re totally complacent it will hurt you.

UserNotFound

Politicker

0

Account Executive

I love this. You’re certainly right that there’s more than just missing out on skill building. Also, I’m less angry now because I’ve got a mindset change that I’m choosing to believe it’s not malicious it’s just poor communication. That’s easier to swallow and correct, now I just wait for the right time to address. I’m not “over it” but rather trying to learn for the situation and be more aware going into the next monster of a deal!

Lysistrata

Good Citizen

1

CEO

Been there! A couple times!

They will not change their behavior. They will continue to steal from you. I say 'they' because his behavior is condoned by others. Yes, they know what he's doing.

You may think this is the best job you've ever had to date, but it is not the best job you will have.

Stop trying to rationalize their BS.

I can almost guarantee you they will be out of business sooner, rather than later. Both companies that cheated me are. One as a result of an EEOC investigation on discriminatory hiring practices.

I can't believe this company has no competitors. Start researching them and reach out to find out if they are hiring. Let them know you can bring a book of business with you, especially this prospect that hasn't yet signed a deal. Yes! Salespeople do this all the time.

You have to be prepared to leave, one way or another. If it's a small company, HR is probably not a help. Definitely build a detailed journal of every instance. If it looks like discrimination, report them to the EEOC.

Most of the time, what appear to be "real changes" are temporary until they can set you up to be fired.

From my perspective, this is a no win situation.

Big_Building_Energy

Executive

1

Sales

Feel your pain. I too have a boss who is a waste of company resources (salary) and is now impeding progress on deals. Even more frustrating, Ownership is all buddy-buddy with him, and I got my hand slapped for pointing it out. Here I sit, quietly biding my time and enjoying my existing backlog of orders.

UserNotFound

Politicker

0

Account Executive

I’m so glad I’m not in that situation- my boss is *really good*, extremely good actually. Which is why I feel like I’m missing on an opportunity to learn. I know I’m damn good, but there’s always room for improvement and I want to learn from someone who I know has better skills than I in certain areas. I guess that’s what makes it the most frustrating because it’s like I can learn from the simplest of conversations, I’m not too proud to admit that I have room for growth, so let me grow!

salesboomer

Member

1

Senior Sales Executive

Been there. He is not giving you an opportunity get executive exposure with your company or your customers. Its a power play not worthy of a good manager.

AlexT

Politicker

1

Account Executive

@MrsTechSales The same happened to me last year. The CEO who couldn't close a deal if his life depended on it took every single enterprise deal I sourced from my hands without asking, talking or anything else. I wasn't paid anything for all my hard work, 0 gratitude, nothing. Eventually, I got lucky with a new Head of Sales joining and letting me work those deals. Now I have closed several but the CEO who shows up for 2 mins on some calls thinks they happen thanks to him so he is slashing my commissions. Long story short, I have decided to leave to a company that appreciates and rewards my contribution. The best advice I got was "look for a company that pays you what you contribute and helps you grow as a salesperson". At the end of the day, it is your call but I don't think your management will change. Your manager probably gets an ego/paycheck boost for bringing those.

cw95

Politicker

1

Sales Development Lead

Damn, good luck on the venture!

Blackwargreymon

Politicker

1

MDR

I would have a candid conversation with him and be direct. You want him to be on the same side as you, and if they don't see your value, I would start looking elsewhere.

Clashingsoulsspell

Politicker

1

ISR

I would have a candid conversation with him and be direct. You want him to be on the same side as you, and if they don't see your value, I would start looking elsewhere.

User1234567

Politicker

0

User1234567

really bad! I would say something

salesteamsix

Fire Starter

0

Head of Sales

I would tell him exactly this story. For big part companies buy your product because they trust the salesperson will help them solve their product. If that trusted source is cut out of the conversation, that hurts deals.

Also, should your boss not be focussed on other things. A big issue with leadership capabilities, if you ask me. As a boss, you should enable your reps to be the best; that is the only way to scale. If you jump in on all big deals, you will always be the bottleneck to your own growth. You can't handle all deals yourself. It would be different had you asked for their help.

UserNotFound

Politicker

2

Account Executive

To be honest I’m fine with boss being involved- it’s just the sketch way boss keeps trying to pull the deals under his own umbrella instead of giving me the opportunity to learn. However I’ve sat on it for a few days and am feeling better about this being my fault. I need to communicate better that I feel like I’m in a losing position, and we need to come to an understanding of what my role is. Am I supposed to source deals for boss to close? Great. Am I supposed to be a hunter only? Great. (Not really but I’d deal with it) But right now it’s all gray area and that’s hard!

salesteamsix

Fire Starter

1

Head of Sales

It makes sense; in the end, I assume you want the company to be successful as long as you have a fun job that pays well.

UserNotFound

Politicker

0

Account Executive

Spot on.

MR.StretchISR

Politicker

0

ISR

Dang, I remember your post and I was hoping that it would go well for you. From what it sounds like, your leadership will sink the boat with how close minded they are being. They aren't giving you the room to grow or trusting you to hold a piece of the pie.
A good boss who gives you the opportunity to achieve and learn, creating more strength for the company and team, should be your top priority for long-term growth.
If you stay there, you will keep getting pigeonholed.

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