Kickback's for team referrals?

I work for a small startup, so I want to preface this with "I am sure there are processes that exist for things like this in larger teams." (but maybe not?)


I am a Mid Market AE, and have been getting referrals from team mates outside the sales department. I feel shitty making 2k off a deal they have helped sell before I even take the call.


Do any AE's out there give kickbacks to teammates that help seal the deal?


If so, is there a percentage that is "the norm"


My sales cycle is usually 60-90 days and usually get 2k per deal.

🧠 Advice
😳 Ethics
🥇 Teamwork
9
RealPatrickBateman
Politicker
4
🔪Amateur Butcher🔪
Very interesting that you bring this up, this just happened to me (kinda). 

My job is to get the deal to the 90-95% completion mark, then Marketing coordinates with the prospect on final details and I send a contract. I just sent over a large prospect to our Marketing team for final detail signoff (definition of TEE'D UP), I did not attend the meeting because I already see enough of Marketing as it is...Anyway, Marketing has a 15 minute meeting with the prospect, all goes well, its a HUGE contract. And the Marketing person swaggers over to my desk to tell me that they "CLOSED THE DEAL FOR ME" HA! and that I should cover all their "Coffee" expenses through the end of the year. I told them "congrats on doing your job, now kick rocks". CEO overheard this and let out a very audible "HAHAHA" then went back to work. 

Sincerely, 
FUCK.OFF.MARKETING.

PS. I have spiffed people not in sales before for closed business that I thought they provided value to. (Giftcards, Cash, Concert Tickets, etc)
UrAssIsSaaS
Arsonist
8
SaaS Eater
This is a joke right? What kind of fucked up sales org sends deals to marketing to close? 

Youre trolling us right?

I have so little faith in the WR that I worry this might be true haha. 
RealPatrickBateman
Politicker
5
🔪Amateur Butcher🔪
Unfortunately, NOT a troll. Our marketing teams have to sing kumbaya and exchange kombucha recipes before we can close the deal “officially”.
taeke
Opinionated
0
Sales
Kombucha recipes 🤣
UrAssIsSaaS
Arsonist
2
SaaS Eater
This is fucking insanity. I hope they pay you well. 

Or there is a lot more context to this that I dont know (probably the case)
RealPatrickBateman
Politicker
3
🔪Amateur Butcher🔪
A little of both actually, but they do pay me well… maybe TOO well 😂
UrAssIsSaaS
Arsonist
2
SaaS Eater
Figured that was what we have going on here. 
shoesalesman
Opinionated
1
AE (Account Executive)
"  I have spiffed people not in sales before for closed business that I thought they provided value to. (Giftcards, Cash, Concert Tickets, etc)"

Okay, good to know I am not reinventing the wheel with this. I want to be appreciative but not operate "outside social norms" if you will...
RealPatrickBateman
Politicker
2
🔪Amateur Butcher🔪
I've always prefaced it as "Hey, we don't really have a policy in place for this, but I wanted to make sure you know I am grateful for your efforts, here's "X".
shoesalesman
Opinionated
0
AE (Account Executive)
Love it
UrAssIsSaaS
Arsonist
3
SaaS Eater
This is the right way to handle these things. Ive given engineers bottles of wine for helping me get shit done in a timely matter so I could close. 
CuriousFox
WR Officer
2
🦊
Depends. I've bought people lunch or sent small gift cards depending on the situation. 
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
(1) They have a job because you made the sale.  That's their kickback.  There's a reason they aren't in sales.
(2) A nice 'thank you' lunch never hurts.  Or buying them a drink if you hang with them outside work.
shoesalesman
Opinionated
3
AE (Account Executive)
I appreciate the feedback. I honestly thought about sending them a Starbucks gift card or something at the very least (we are all remote). 

But I also feel kind of dirty making 2k off of ~60 minutes of work.

Maybe I am the odd duck :/
poweredbycaffeine
WR Lieutenant
4
☕️
If you’re in the US, an Uber Eats gift card (or postmates) is a nice touch. Let’s them choose what they want. Take care of the people that take care of you and forget point one above.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Its been my experience too that their base salary is probably higher than mine, but that my variable (which is why I'm in sales) puts me at a much higher earning potential then them.  

Don't feel bad - feel good that you're creating the need for them to have a job and giving yourself a fatter paycheck in the process.
poweredbycaffeine
WR Lieutenant
3
☕️
$25 out of a $2k commission check isn’t a hardship. A little goes a long way to keeping those referral lanes greased up.
shoesalesman
Opinionated
1
AE (Account Executive)
That is a great idea! They are in Europe but I am sure there is something comparable. 

Phillip_J_Fry
Opinionated
1
Director of Revenue
Depends on the deal. I've bought lunch, bottles of wine, whiskey, and gift cards for people before. Incentivizes them to keep sending deals my way.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
buying lunch never hurts :)
SADNESSLieutenant
Politicker
1
Officer of ♥️
idt u should go by a 'norm' give ur friends or homies the amount u feel they deserve for what they did, it'll come back around, and it's good karma, they'll fight for u even harder next time
TennisandSales
Politicker
0
Head Of Sales
i dont think you need to feel bad....your just doing your job. 2k is not a ton but i think you could be through giftcards of some wort to ppl who pass you leads. 


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