Derpfrickinvalu

Account Executive

Divulging your salary?

"Never be so sure of what you want that you wouldn't take something better" - Chris Voss

There's always the part of the interview process where expectations around salary/ote come up. For my last two jobs, I employed a new strategy for getting what I wanted. Rather than telling the hiring manager my expectations, I volunteered "what I'm making now" freely. What the interviewer couldn't know is that I'd inflated my current salary by $20K.

Clever right? Wrong.

Several weeks in I was grabbing a beer with another AE and the topic of salary came up. Turns out I'd sold myself $10K short of what their normal offer was.

Moral of the story: Make them throw out numbers first.

Thoughts?

💰 Compensation

🎈 Mentorship

27 comments

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YoureMuted

Executive

Regional Sales Director

Never share your number first. Ever. Voss has some great guidance on how to get someone else to go first.
”Sounds like you’ve put a lot of thought into this...”
”Sounds like there’s a set range for OTE in this role...”

slaydie

Big Shot

Account Executive

So if they ask you what your salary range is, you would advise putting the question back on them by saying "”Sounds like there’s a set range for OTE in this role...” and then pause? And see what they say?

Derpfrickinvalu

Arsonist

Account Executive

Now this is valuable. Thanks for sharing. Also, you're winning at user names haha

YoureMuted

Executive

Regional Sales Director

Haha I tried to get @youreonmute for a username but it was taken so I compromised.

sellsellsell

Manager

At the same time, every person has a number and if there is a number you are looking for, I do not think there is anything wrong with sharing it.

Why try to play games when you know what you are looking for. I am all for saying a realistic number you want and if they typically pay more, a good company will give you what their standard is.

Salespreuner

Big Shot

Regional Sales Director

Very true and valuable comment!

Santipodero

Politicker

Sanix

If it is a comment of the utmost importance and to take into account

LoneMaverick

Executive

Strategic Account Leader

I like to get OTE out on the take very early when a recuiter calls or during an interview process.

I'll usually ask them what's the range for the role and then will ask what my expectations are and I will tell them at that point.

No reason to talk to half a dozen people only to learn the OTE doesn't line up.

ElephantChew

Good Citizen

Key Accounts

^^ This. Disqualify early so you don’t waste cycles, if compensation plan/pay is a primary concern.

Dig

Valued Contributor

Head Prospector

🧠 When the recruiter asks about comp, say,

"Oh no, you beat me to it! 😂 Are you open to approaching this a different way? You share your 'there's-no-way-we're-offering-below-X' salary, and I'll blink twice if you're in the ball park?"

Say this with a smile and baller-level confidence. Or else risk completely fucking up the goodwill and rapport you've generated with the recruiter.

🚨 Spoiler Alert:

This works every time!

Derpfrickinvalu

Arsonist

Account Executive

Holy shit this is terrific 🤯

Chep

WR Officer

Bitcoin Adoption Specialist

Read in a self help book it always helps to take a deep breath before you say anything. It might feel like forever, but just imagine how the interviewer who just asked for salary feels while he is waiting for a response

Accidental_Sales_Guy

Politicker

Account Executive

There's SO much more to consider than raw OTE:

-Total rewards (health benefits, retirement matching, ESPP, stipends for internet, phone, meals, etc.)?
-How attainable is OTE? Are reps hitting it? Base vs TIC
-Team culture, company outlook, promotion opportunities.

For these reasons, I NEVER say my OTE and can always stir ambiguity in the areas above to pass the 🎤 back to the recruiter.

The more competitive the recruiter thinks you are (not divulging your salary is one way to do that; remember they're in sales too), the higher they'll quote you.

TheNegotiator

Arsonist

VP of Sales

Share your number. Lead with it. ALWAYS control the negotiation.

After a demo would you let your customer make you an offer? Like, tell you what THEY would be willing to pay?

fuck that. You’d tell them, bruh this is the price, take it or leave it.

When it comes to comp, I lean right in. I hate to say it, but it is true that some white lies around comp tend to play well for salespeople.

Quote what you’re on with a big ol’ friendly smile on your face and say “yeah, so ill be blunt. I’m currently on… I do like the sound of what I’m hearing and so I’d be open to moving forward, but I’d be looking for X - (X+10/20/30) depending on what the commission/OTE structure looks like, in order to make the move”

The range you quote depends on where you are in your career now. eg. if you’re an SDR you probably don’t want to say I’m looking for 60-100 because the range is wild, maybe quote like 70-80. But then for a VP role I might say something like 140-170 depending on the OTE.

if you use this tactic intelligently, i.e. don’t be an SDR who’s like: I currently make 130, and I’d be looking for 170 as an AE, you should be golden. Quote numbers on the high end of “believeable” and stand your fucking ground.

Know what you want to get in your next role and don’t be pushed around. In my experience you always get as much or more than you want.

CuriousFox

WR Officer

🦊

Well ya live and ya learn. Don't ever share first.

Derpfrickinvalu

Arsonist

Account Executive

Money lessons are always the most painful and impactful haha

CuriousFox

WR Officer

🦊

Oh man dont I know it 🤦‍♀️😆

CadenceCombat

Tycoon

Account Executive

I’m usually pretty transparent but you make an interesting point.

Derpfrickinvalu

Arsonist

Account Executive

Would you say being transparent has generally worked out for you?

Trinity

WR Officer

BusDev

I agree with YoureMuted. Never share your number first. Always remember that when they give you a salary range, there's always room to negotiate. You have to know if that range is at the low-end, mid or high.

Derpfrickinvalu

Arsonist

Account Executive

How would you make a call on the range? Are their factors you'd look for to make a determination on low/mid/high like you said?

SlanginSaaS

Opinionated

Strategic Account Executive

When a recruiter reaches out to me, I wait for them to answer a few questions before I will schedule a call with them. What is the territory tied to this position, ASP/ARR, deal cycle, expected quota and expected compensation in regards to base and OTE.

Mr.Pickles

Arsonist

Sr. Customer Success Manager

Once worked for a company with NDA for salaries.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

I don't think that's actually that rare. Most employment contracts probably have that in there.

Mr.Pickles

Arsonist

Sr. Customer Success Manager

that was new for me - kinda shocking because the high management didn't want the tenure workers to know how much was my entry rate.

softwarebro

Politicker

Sales Director

Damn, that's cold! They didn't start you on standard pay because you asked for less? I'd call that a red flag.

Santipodero

Politicker

Sanix

It is better not to disclose your salary, we are all going through different processes, today you may be earned more than another and the next day he will surpass you

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Derpfrickinvalu

Divulging your salary?

27 comments

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