SaaSluvr17

AE

How do I get my fair share of commission?

I work on our smb team. new to the company, been here 3 months. manager loves everything I do and my numbers look great to the higher ups.

I approached my manager about closing a fortune 50 account - I have a legitimate shot at it given personal connections. The solution they use is outdated, ours leads the space. I can and will close it if I get the chance. my manager and I brought it to our chief revenue officer after my manager said "fuck yeah let's do it." manager says that he thinks we have a case for me getting 100% but that the enterprise mgr isn't going to like that so let's just see what the CRO says.

CRO wants me to split commission with the enterprise rep in territory. From the way he was talking I am 100% confident he just doesn't want to get in the middle of this. I'm sure he also recognized that that one deal alone will be my quota for the yr, the enterprise team will benefit a lot from a 7 figure deal and the enterprise rep in territory will throw a fit. it wasn't much of a discussion, maybe 5 mins. CRO was in an awful mood. I did disclose the name of the company. obviously they don't have my personal connection however they could just put 2 SDRs on it and go without me.

would love advice. after the call I texted my mgr saying not to schedule anything with the enterprise mgr again, that I'm calling the cro next week and being persistent. mgr is onboard with this as it was clear the CRO being in a bad mood didn't help. let me know how you would approach this.

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washedD1soccer

Politicker

9

Regional Sales Manager

I’d be happy to get split in on it. Take the money and resume booster. It will give you a great story to tell (as long as you can demonstrate a sales process and not just calling in a favor). Do you know all the complexities of implementing an enterprise deal or what it all entails? Is your personal connection the check writer and have they already told you yes? I think you’ve gone balls to the walls before you have a PO in hand and it could cost you your job.

braintank

Politicker

5

Enterprise Account Executive

Exactly. Your braggadocio is going to rub powerful people the wrong way.

SaaSluvr17

Good Citizen

0

AE

The ego is certainly at play here. Hard for me to take a split *knowing* they never ever see this deal without me. Everything you’ve said is in the back of my mind.

braintank

Politicker

5

Enterprise Account Executive

How do you know that?

Is your "in" the CEO who told you they wanted to buy?

Otherwise, your ego is writing checks your body can't cash.

GreenSide

Politicker

2

Sales manager

Seeing a deal is only the first step to closing a 7 figure deal. You’re 3 months in as an SMB rep and based on what you’ve said doesn’t sound like much work has been done yet. Confidence is key but there’s a fine line between that and cockiness. Don’t cross it.

braintank

Politicker

7

Enterprise Account Executive

Best to stay in your lane. How would you feel if the shoe was on the other foot?

TennisandSales

Politicker

5

Head Of Sales

this.
just because you have a personal connection at an account doesnt mean you get to just throw out the rules unfortunately. maybe make a deal with the ENT AE on a under the table commission split?

UrAssIsSaaS

Arsonist

6

SaaS Eater

LOL Im gonna sounds like a dick here but you've been at this company for 3 months, in SMB and have ~2 years sales experience and think your going to just call up your CRO and tell him you want a 7 figure deal because of personal connections?

Dog that aint it. If you were deep in the process I would MAYBE see an argument here but considering you haven't even taken an initial call here there is going to be SO much more that goes into this that you (or your support team) are not set up to handle. Id be stoked on the split if I were you.

Ive seen this scenario play out many times before and most of the time, the result is the enterprise team taking everything.

DungeonsNDemos

Big Shot

2

Rolling 20's all day

Gotta think longterm!! You are right on the money.

TennisandSales

Politicker

4

Head Of Sales

wait wait wait. what stage of the sales process are you in? have you reached out and set a discovery call yet?? If not you are getting WAY to ahead of your self.

i would also suggest focusing on the accounts in your market.

braintank

Politicker

6

Enterprise Account Executive

Exactly. Pestering the CRO and cutting out the enterprise sales manager is a career limiting move.

CRO was probably in a bad mood becuase someone walked into their office and demanded they be paid on a deal that doesn't even exist, that isn't in their territory, becuase they "know a guy"

SaaSluvr17

Good Citizen

0

AE

Brought it to my manager and he said let’s bring this to the CRO. I would have put it in motion myself but a deal of this size… probably best to have managements blessing.

braintank

Politicker

2

Enterprise Account Executive

Your manager sounds inexperienced.

You aren't going to win this battle and are only going to damage your standing in the org.

Take the split and use the opportunity to show you're a team player.

TennisandSales

Politicker

2

Head Of Sales

but is there a deal yet?? has discover call been booked? have they agreed to see a demo? this is really key in this case.

if this hasn't happened you manager made the wrong call by going to the CRO and you made the wrong call by bringing this all up.

braintank

Politicker

5

Enterprise Account Executive

👆
Demanding to be paid for a deal that hasn't even got started yet doesn't make you look good.

CuriousFox

WR Officer

2

🦊

Do what you need to until you can get a new gig.

Notmyrealname

Politicker

2

AE

I'd take the split since I'd be working in someone else's territory, but I'm bringing the connection so the enterprise rep needs to do the heavy lifting.

Diablo

Politicker

1

Sr. AE

I would split for sure here.. earning something more is better than sitting idle..

GDO

Politicker

1

BDM

yeah a split seems fair

MeowMeow

Politicker

1

Senior Enterprise Account Executive

Not your account, not your problem, not your commission. I’ve worked on several state wide deals that ultimately got scooped up by enterprise, where I continued to do a metric fuckton of the work and didn’t even get so much of a “thank you” let alone a $1. Now I’m not a regular rep so my job is a bit different but the money I would have made if I had pumped a million+ into my reps pipes those months would have been nice.

SaaSluvr17

Good Citizen

1

AE

You all will be happy to know I have a meeting with the enterprise manager, my manager and CRO next week. I offered 0 pushback on the call yesterday and will get on the call acting as if splitting the deal was my goal. I will send updates.

Now the real question…. What should I expect them to present as a split? I feel naive hopping for 50-50%. What have you all on your experience seen happen with this type of stuff?

braintank

Politicker

0

Enterprise Account Executive

Let us know how it goes.

Could be 50/50 or 70/30. But frankly you don't have leverage to negotiate. If you're unhappy with it what are our options?

Quit?
Tell CRO you don't want them to leverage your in?

DungeonsNDemos

Big Shot

1

Rolling 20's all day

Tiers exist for a reason. Sometimes I have to gift a prospect up to the next tier, but it's fair as they sometimes find they need to kick one down to me, and it's not that often so I don't mind.
Look to be a team player as these are reps you most likely can learn from. Since it is a deal that is not your SMB focus, I would be happy to take half the commission from just referring the prospect to your team.

braintank

Politicker

1

Enterprise Account Executive

@SaaSluvr17don't leave us hanging!

AnchorPoint

Politicker

0

Business Coach

Work with the Enterprise rep and bring it home. Great reputation builder and opportunity to learn even more. Think long term.

ChumpChange

Politicker

0

Channel Manager

Take the split. Especially, if this isn't an opportunity for your group works. Use the deal as resume glitter and leverage it for a promotion. Not staying in your lane is a big reputation you don't want to have. As a manager, these are NEVER great convos to have with your people but they're necessary.

LightingLeader

Politicker

-2

Specification Sales

Unfortunately splitting is your best option even though it’s bullshit

UrAssIsSaaS

Arsonist

1

SaaS Eater

How is it bullshit? He hasn't done anything yet to even get the deal moving. He knows someone. Thats it at this point. He even put in this post that they could just put 2 SDRs on it until they crack the account.

LightingLeader

Politicker

0

Specification Sales

If he does the work, he should get the money.

UrAssIsSaaS

Arsonist

2

SaaS Eater

He hasnt done any work yet...

GreenSide

Politicker

2

Sales manager

It’s out of territory. There are ROEs for a reason so reps don’t just go rogue and step on others toes. Sounds like no work has been done at all yet and this is a young rep who thinks a personal connection is enough to close a 7 figure deal with a fortune 50.

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