I need advice

I am only about 2 years in to my first sales job. So by no means do I have any expertise with this stuff but something feels off. 

at the end of the quarter I landed a big account. so big that within three weeks they have processed over 100K through our system. but the way my commission is set up I essentially only got a small spiff for this client who is quickly becoming one of our biggest customers. is that fair? is that normal? just looking for some advice on this. really don't know how to feel about it. 

When I brought it up sort of to my manager he just told me that is sales. 
💰 Compensation
💵 Finance
😎 Sales Skills
8
RealPatrickBateman
Politicker
6
🔪Amateur Butcher🔪
I only give this advice in the most dire of situations, but I think this scenario warrants...

RIOT!!!!!!
thebatman
Contributor
2
Strategic Partnerships/AE
Burn it down!
RealPatrickBateman
Politicker
4
🔪Amateur Butcher🔪
TO THE GROUND!!!
jefe
Arsonist
2
🍁
C'MON POOKIE, LET'S BURN THIS MOTHERFUCKER DOWN!!!!
thebatman
Contributor
1
Strategic Partnerships/AE
Grab your torch and pitchforks
braintank
Politicker
5
Enterprise Account Executive
Were you under the impression you'd be compensated differently?
thebatman
Contributor
0
Strategic Partnerships/AE
Well when they gave us the comp plan I didn’t think if I closed a big account at the end of the quarter I would get basically get nothing for it.
braintank
Politicker
6
Enterprise Account Executive
Can you describe your comp structure in more detail?
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
Yeah, more detail on the comp plan is needed.
thebatman
Contributor
0
Strategic Partnerships/AE
@Sunbunny31 and @braintank basically I get paid on an increasing scale for new customers that sign up and process $200 on our system so this customer did that within like a day plus the payout for it is really small. the next part is I get a quarterly bonus for the based on the total processing that all the new customers I sign up do in that quarter. This is a bigger payout but I will never get to see that with this customer since I closed them at the end of the quarter. Does that make sense?
GDO
Politicker
2
BDM
Just a bad comp plan
TennisandSales
Politicker
0
Head Of Sales
so will you not get anything for how much they process in the next quarter? If not, then this plan sucks and it promotes sandbaging deals. Which you should 100% do if it means you make more money
thebatman
Contributor
0
Strategic Partnerships/AE
No I will not get anything for this quarter. And yeah that is kinda what my manager said I should do next time.
TennisandSales
Politicker
1
Head Of Sales
Hahaha that’s amazing that your manager said that’s what you should do.
thebatman
Contributor
0
Strategic Partnerships/AE
Yeah which I guess I am learning is a bad thing. Idk I am still picking up everything
TennisandSales
Politicker
1
Head Of Sales
so the concept of not closing a deal in one quarter/month and waiting for the next quarter/month is not necessarily wrong, but most managers and directors will hate it because it screws up their projections for closed deals. Which they have to answer for. 

as an AE you need to do whats best for your prospect and then whats best for you. If you not turning in a deal for a few days or a week will not make your customer hate you and will make you a ton more money......i cant say I would blame you. 

but if a deal is done and you dont turn it in for 3 weeks and implementation and shit is gettign effected then thats not super cool. 
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Ouch, that is painful.   Obviously in this case, you're being incentivized to close business as close to the beginning of the quarter as you can and then sandbag the rest.  Your company has structured a plan that savvy reps will use to harm the company over time if you all did this.  And who wouldn't?   You're there to make money.   If the plan were restructured so that you got paid out over the "next three months" regardless of when a customer started rather than by a calendar quarter, you and the rest of the team, are incented to continuously close business during the entire year, which is better for the company.    I don't love the plan as it is, but that's an adjustment that the company should make in order to get the best outcome for everyone involved - the company, the customer, and the reps.
TheNegotiator
Arsonist
4
VP of Sales
Godawful comp plan. Your bosses are either deliberately predatory, or they haven’t looked at the comp plan in eons.
thebatman
Contributor
0
Strategic Partnerships/AE
Well sadly this is the new plan they gave us in 2022 so it is fresh
TheNegotiator
Arsonist
4
VP of Sales
You have a comp plan, and you’ve been comped according to it. But your dissatisfaction is not unfounded.

So ask. They’re not going to magically open up the money bags and give you some unless you ask. Call to action internal the same way you’d go for a close.

If you have 2 years of tenure and your performance has been average or better, you can make the case that this is just the beginning and more will come. Your leaders are not unaware of the great resignation.

Be careful, be tactical, but make an ask and push hard. You don’t get to whine if you don’t get what you want unfortunately, but with your newfound success you can go market yourself quite easily and get a better gig. So it’ll pay one way or another.  Just be careful how you go about this.
thebatman
Contributor
1
Strategic Partnerships/AE
This is super helpful. Thank you Kenobi
TheNegotiator
Arsonist
3
VP of Sales
You’re welcome Bruce. Why do we fall?
thebatman
Contributor
2
Strategic Partnerships/AE
So we can learn to pick ourselves up.
TheNegotiator
Arsonist
2
VP of Sales
Ayyyyy! Well done. You win a cookie for that one!
bandabanda
Tycoon
3
Senior AE Mid Market
^ this exchange was epic
1nbatopshotfan
Politicker
3
Sales
It seems that your comp plan sucks. You need to build a case for a one off bonus. Take it to your manager. Detail the extra work you’re doing and the extra value. The comp team will do everything to stick to the plan here. 
thebatman
Contributor
0
Strategic Partnerships/AE
Yeah I am feeling that too.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Are they following the structure of the comp plan to the letter?  If so, your manager may be right and it just sucks.
thebatman
Contributor
1
Strategic Partnerships/AE
Yeah they are. That is why I kinda brought it up to see if he would say oh we would add them to your comp next quarter but no luck
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
That may be the best you get monetarily. But at least you can the big win on your resume.
thebatman
Contributor
1
Strategic Partnerships/AE
That is very true.
sketchysales
Politicker
1
Sales Manager
School of hard knocks.  Learn from it.  If it is a smaller business and you have a good relationship there you could ask for a retrospective change to your comp plan, I have managed to negotiate something similar in the past but I was tight with management/ownership and they didnt want to lose me.  If you cant do that, just learn from it and negotiate something better in the future.  Theres no such thing as a bad lesson, just lessons that suck.
thebatman
Contributor
1
Strategic Partnerships/AE
That is a great point!
sketchysales
Politicker
1
Sales Manager
If anything getting the deal hopefully taught you some great lessons anyway and sets you in good stead to go get the next one.  While it sucks to be in the situation you are theres no value in feeling sorry for yourself or being down and staying down about it, go negotiate a better comp plan and go get that next tuna.
thebatman
Contributor
1
Strategic Partnerships/AE
Very true! This one was a waiting game since October and had a lot of red tape to wade through so I am glad it finally worked out and taught me a lot about playing the long game sometimes.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Are you comped by % of deal closed? The way you wrote it, it sounds like they are using you as a processor or partner for payments.

I am happy to give advise but like braintank mentioned, we need more details. 
thebatman
Contributor
0
Strategic Partnerships/AE
basically I get paid on an increasing scale for new customers that sign up and process $200 on our system so this customer did that within like a day plus the payout for it is really small. the next part is I get a quarterly bonus for the based on the total processing that all the new customers I sign up do in that quarter. This is a bigger payout but I will never get to see that with this customer since I closed them at the end of the quarter. Does that make sense?
CuriousFox
WR Officer
2
🦊
So you're saying you should've sand bagged em? So you could get the bonus?
thebatman
Contributor
0
Strategic Partnerships/AE
If I could have I would have. But the customer needed to get going asap
thebatman
Contributor
0
Strategic Partnerships/AE
That is what my manager told me to do next time.
thebatman
Contributor
0
Strategic Partnerships/AE
But I didn’t want to sandbag them