Takwaba2

Senior Account Executive

How do you negotiate a ramp?

Hi All,

Haven't posted here before but leaning into my peers for help. I have been fortunate enough to receive 3 offers today. My #1 choice came in at the lowest Base / OTE with no guaranteed ramp.

The other 2 are 10k more on base than my #1 and offer a 3 guaranteed month ramp.

I understand OTE is a made up number not to take seriously. All 3 companies have good products and vetted well and sell. I think it more comes down to being much more passionate about my #1.

My question is, would you negotiate a base increase? Or a guaranteed ramp?

How would you go about asking for that?

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886GFl

Praised Answer

Account Executive

Congrats! Nice place to be in.

I’d say look into:
1. Length of avg deal cycle
2. Avg time for rep to get 100% quota
3. How long is the training period

Those three factors should give you an idea on how to negotiate a ramp. Or to your point, ask for a higher base

Takwaba2

Contributor

Senior Account Executive

Thank you! Yes I feel very fortunate.
Got it. They all gave me a lower quota for my first year as a ramp up. The difference is the other 2 guaranteed a commission for 3 months as I settled in.
Id say all 3 roles are between a 1-3 month sales cycle. One of them might be a bit longer but nothing crazy.
I'll ask about training period as well.
I think my question is should I even negotiate? Or just take my #1 since I got an offer?

886GFl

Praised Answer

Account Executive

It depends. Are you in a role right now and really need to move asap? If so I maybe would just take it.

If not, I’d try for a higher base. Reference your other offers because that’s guaranteed money on the table.

Takwaba2

Contributor

Senior Account Executive

I am in a role currently. Looking to move for sure. I should also note this offer that is my #1 is 10k less than I am currently on. And the other 2 offers are exactly where I am at currently with the 3 month guaranteed ramp.

886GFl

Praised Answer

Account Executive

Ok yeah I’d definitely negotiate that. It’s a base reduction and no guaranteed ramp. You can effectively expect a pay cut for at least 3-6 months. I’d aim to meet your current base or ask for a ramp to hold it over.

Takwaba2

Contributor

Senior Account Executive

Okay. Would you just say you have 2 other offers that came in 10k higher base with a 3 month ramp. And ask if they can meet you in the middle? Id be happy if my #1 came up even 5k base and a 1-2 month ramp. Or should I go after my current base?

886GFl

Praised Answer

Account Executive

Go for a higher base. It’s guaranteed money whereas the ramp will go away after a few months. I would mention how the two other offers came in at 10k higher and your current role is paying more as well. Tell them you want to make it work out with this team but getting closer to that number will make your decision a lot easier.

Takwaba2

Contributor

Senior Account Executive

Ok sounds good. Thank you!

Takwaba2

Contributor

Senior Account Executive

I am going to present these 3 options. What do you think?1. A 135k base with a 1 month paid ramp up of commission 2. A 130k base with a 2 month paid ramp up of commission 3. A 140k base with no ramp

jefe

Arsonist

🍁

You should definitely leverage those offers to try and get your top choice to make their comp package better.

Takwaba2

Contributor

Senior Account Executive

How would you approach the conversation?

jefe

Arsonist

🍁

You like the opportunity and want to work for the org, but it's a tough decision to make given you'll be stepping down in base, and have other offers that beat it. Ask that they meet/exceed at least what you're getting, but preferably one of the other offers.

OTE is great, but you really want to focus on your base as it's guaranteed and ongoing.

Takwaba2

Contributor

Senior Account Executive

Ok. I will ask them for a higher base and see if they can do 1 or 2 months of a guaranteed ramp to compare with the other offers.

oldcloser

Arsonist

💀

Do take Dr Jefe's advice here. The phrasing is on point, and the ask is 100% reasonable.

jefe

Arsonist

🍁

One more communication tip - when communicating in the War Room, upvote replies that you found helpful. It’s how we earn commission here

oldcloser

Arsonist

💀

Yes, like I just did yours @Takwaba2
We don't dole out this kind of wisdom for nothin'

Takwaba2

Contributor

Senior Account Executive

I am going to present these 3 options. What do you think? 1. A 135k base with a 1 month paid ramp up of commission 2. A 130k base with a 2 month paid ramp up of commission 3. A 140k base with no ramp

oldcloser

Arsonist

💀

You need to have an authentic reason behind your ask to succeed in this negotiation. If you just throw this option menu out there, it’ll comes off as transparently tactical and could do more harm than good.

jefe

Arsonist

🍁

Absolutely. In order to leverage those other offers, you need to discuss them. And perhaps your current base.

Do you have a $135K or $140K base offer? If so, ACTUALLY USE that as a compelling reason.

I also don’t like putting a menu of 3 options out there. It’s stronger to make an ask,, your best ask, and keep those other ones as counters. Otherwise what do you do if they just straight up say no.

What do you think @oldcloser ?

Takwaba2

Contributor

Senior Account Executive

Yes, I wrote a whole email explaining my ask. Theses are just the 3 options I put together after I explain my other offers / current pay..etc

oldcloser

Arsonist

💀

I’m with this thinking @jefe. Here are 3 ways you can make me an acceptable offer- bahh

Takwaba2

Contributor

Senior Account Executive

Ok. I sent an email and explained my situation with the other offers / current pay and asked if they could do anything. So we will see. Thank you!

SalesBeast

Politicker

Sales Leader

“Hi I have 3 offers on the table but I like yours best and even though it is coming in 10k under I would like to either get a 10k base increase to match the other offers or get a ramp period. I request the ramp
Period because I am leaving a job where I would currently be getting paid commission the next 3 months and this helps me and my family afloat while I transition into this new sales role.”
Just tell them you believe in their company the most but want to make it a bit more attractive if possible and feel better about leaving other offers on the table.

Takwaba2

Contributor

Senior Account Executive

I like this approach. Thank you!

Takwaba2

Contributor

Senior Account Executive

I think im going to present these 3 options.
1. A 135k base with a 1 month paid ramp up of commission 2. A 130k base with a 2 month paid ramp up of commission 3. A 140k base with no ramp
What do you think?

TennisandSales

Politicker

Head Of Sales

when you say a 3 guaranteed month ramp, what does that mean? I feel like each company defines this differently

Takwaba2

Contributor

Senior Account Executive

I get a 100% payout on commission for the first 3 months. So as if i hit plan at 100%

TennisandSales

Politicker

Head Of Sales

ah! ok good to know. I would for sure try to negotiate that. but how much do you want to work for that #1 choice?

The right org can really make all the difference

Takwaba2

Contributor

Senior Account Executive

I mean, I do like them a lot. And believe in the software and more passionate about it. Its really coming down to this initial offer / ramp thought. So wanting to negotiate while also not losing the offer if i ask for too much

TennisandSales

Politicker

Head Of Sales

If it was me i would leverage the higher offers and the grantees ramp to get ONE of them at the top company.

“I’ve had my eyes set on working here for a while, although other companies I’m excited about have offered $10k more and a guaranteed ramp for thre months. Would you be open to matching one of those two aspects?”

I’d say it like that (if you are ok with them picking on)

Takwaba2

Contributor

Senior Account Executive

I am going to send them these 3 options. What do you think? 1. A 135k base with a 1 month paid ramp up of commission 2. A 130k base with a 2 month paid ramp up of commission 3. A 140k base with no ramp

Revenue_Rambo

Politicker

Director, Revenue Enablement

Technically you may have 4 offers in the table.

Have you even talked with your current company about this? If they were to bump your pay would you consider staying?

CuriousFox

WR Officer

🦊

It is a special level of FUCKERY when you have to go somewhere else for a deserved raise.

Gasty

Notable Contributor

War Room Community Manager

Awesome that it’s your first post, hope to see more coming from you!

Coming to your question; someone once said something to me that stuck with me - The success of a salesperson is defined by the money they make. So see where it is easier to hit targets.

Having said that, you should chase your “dream job” but compensated well. Leverage the other offers to improve the one you like.

Since you got 3 offers, I am guessing you’re performing fairly well, it shouldn’t be that difficult, if the company is not able to match your expectations then it’s the company’s fault.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

What’s the sales cycle? Whatever that is, get that guaranteed so you can start crushing it for them. Sell yourself, but have them put up the money for when you are building. Tell them it is an investment, and they can pay now, or increase your commission rate to cover the empty ramp/building time.

Takwaba2

Contributor

Senior Account Executive

I am going to present these 3 options. What do you think? 1. A 135k base with a 1 month paid ramp up of commission 2. A 130k base with a 2 month paid ramp up of commission 3. A 140k base with no ramp

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Why are you changing the base? Push the commission % so they have to pay out more.

Justatitle

Big Shot

Account Executive

You can try to leverage it, don’t be afraid to sign elsewhere though. Chase the money

slaydie

Big Shot

Account Executive

Always best to negotiate a higher base as opposed to ramp as the base will stay with you for years to come

Retired Sales Professional

Know your worth and just out right let them know that there are other companies that are willing to pay more for your skill set.

balbazar

Opinionated

Enterprise Account Executive

Congrats on the multiple offers. A three month ramp is pretty standard for most software sales roles I've seen over the years, so it's not something your #1 should be surprised to hear you ask about. I'd echo the other comments and suggest you leverage the other offers to get what you want.

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Takwaba2

How do you negotiate a ramp?

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