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I_Sell_To_Play_Golf

Field Account Executive

Valued Contributor
Executive
Contributor
+4

Growth Start Up with a Ceiling on Commission...

So we just rolled out our new comp plan and quota for the quarter and it is underwhelming to say the least. Not to mention I am stepping into the first ever field, outbound role for the company and we just got a juicy series B.


You would think with the growth and liquidity we are seeing right now, we would be stacking cash but instead, they went and capped our commission. Once we hit OTE, there is no kicker or anything it is the same pay out as if we hit right at quota.


Am I crazy in thinking this is backwards? I am bringing this up with my leadership today to just understand the thought process behind it before signing anything but maybe I am trippin and just had too high of expectations.

✌️ Growing Pains
10

17 comments

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WR Officer
6
👑
I would never work anywhere with capped commission. Why would anyone continue to hustle for no extra money? It would be a deal breaker for me. 
Sheriff
Politicker
2
Sales Trainer
Agree 100%. Sales is a straightforward game, Monkey Sell, Monkey get money. If Monkey doesn't get money, Monkey Doesn't Sell. Start looking for a new company.
I_Sell_To_Play_Golf
Valued Contributor
1
Field Account Executive
Agreed, this is completely new as of last night and completely contradicts what we have been told was rolling out
uncorpse
Politicker
1
Sales Development
That's a tough one!
CuriousFox
WR Officer
1
🦊
Then what's the incentive to do anything extra when you hit quota?

I guess they think keeping your job is an incentive. 🤷‍♀️
RedLightning
Politicker
1
Mid-Market AE
That's a really interesting incentive. I don't know enough about how these plans are created, but I don't think sales people really see "job stability" as an incentive. But, a CFO making the comp plan does? 
I_Sell_To_Play_Golf
Valued Contributor
0
Field Account Executive
yeah, I mean its the age old "you kill it in this role for the next 3-6 months and you will be leading it" incentive that sometimes pans out, 99% of the time there is some reason down the road why it doesn't lol

DungeonsNDemos
Big Shot
1
Rolling 20's all day
Is this something you would feel comfortable bringing up to the sales director? It’s a basic motivation that more effort should = more $$$. If it were me I would just be honest. They should be doing what they can to give you incentive to crush sales
I_Sell_To_Play_Golf
Valued Contributor
0
Field Account Executive
Have a one on one with my sales director today, will definitely be a topic of discussion
DungeonsNDemos
Big Shot
1
Rolling 20's all day
That's good. I would approach it from a soft angle and ask about their decision process to make the plan this way.
That way you can understand their motives/thought process before you bring up the point.
If your direct treats people like people, then he/she should be able to hear you out. 
It always helps to make the other person feel that you're on the same side when you bring up a point. I assume if you hit better sales, it will make your director look better too.
I_Sell_To_Play_Golf
Valued Contributor
0
Field Account Executive
That's good advice and was going to be my approach as well.

In all honesty, I really do want to know the thought process behind this and I have a feeling it was pressure from above on my director. 

From the minute he brought me into this new role, he has been talking a big game about how much I was going to make and then this comp plan directly contradicts that 
User1234567
Politicker
1
User1234567
It should never be capped, the reason we do sales is to make money
Adored
Executive
1
Sales Director
An invitation to sandbag if I ever saw one.
InQ5WeTrust
Arsonist
1
No marketing, mayo isn't an MQL
Had a capped commission structure at a previous gig - sandbagged the hell out of it. 

Doesn't help anyone in the company. 
AnchorPoint
Politicker
1
Business Coach
This is short-sighted and should raise serious concerns about the leadership in place.
Ozz
Politicker
1
Account Executive
Yeah, I would leave. This is sad. 

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