The War Room
Discussion
Post

Your top DOs and DON'Ts while negotiating the offer from potential employer?

Hi folks!


I'm in the middle of offer negotiation from a potential employer.


sector - SaaS // targets - sky high // Currency - $ // company annual turnover 200+ mln


What'd be your tips?


Thanks!

☁️ Software Tech
πŸ’° Compensation
πŸš€ Career Goals
29
swizard
Celebrated Contributor
+9
Sales Evangelist
Look at the attainment potential of the bonus/commission system twice before signing. you might be given an uncapped bonus system with 0 chance to hit the target quota.Β 
hellogrinch
Valued Contributor
+5
Sales Exec
Spot on! Thanksn
Oz
Ozz
Politicker
+6
Account Executive
Yes, 100%. Uncapped doesn’t matter if you can’t even hit your OTE. Make sure it’s a strong industry like cyber security, real estate, etc. so you’ll have plenty of prospects.
hellogrinch
Valued Contributor
+5
Sales Exec
Thanks Ozz!Β 
DataSlangah
Politicker
+4
SAE
Also, ask when the accelerators kick in and how many people actually hit them.Β  I am sure you've asked what the avg. deal size is and you know the quota, so do the math and figure out how many deals you need to hit.Β  Once you feel that you can hit and get into the accelerators, make a case for yourself on why you deserve the highest part of the range on base and go from there.Β  Or if you feel that you can easily hit the accelerators, you low end of the base and ask for bigger accelerators or higher % of comp.Β  Β 
funcoupons
WR Officer
+11
up in Fiji, under paddy
Figure out what OTE vs actual attainment percentage is.
hellogrinch
Valued Contributor
+5
Sales Exec
Thanks for the advise!
funcoupons
WR Officer
+11
up in Fiji, under paddy
No problem, good luck!Β 
TheQueenofDiamonds
Valued Contributor
+4
Account Executive
Awesome suggestion, if this company on repvue, you can even check their attainment on your own.Β 
hellogrinch
Valued Contributor
+5
Sales Exec
πŸ™
GDO
Politicker
+7
BDM
Should be nr1 question
SlinginSoftware
Politicker
+6
Account Executive
While negotiating, I always ask to speak with a rep directly. They can help cut through some of that noise and give it to me straight.
hellogrinch
Valued Contributor
+5
Sales Exec
That’s a very smart move! Thanks!
Swarthymovie
Arsonist
+7
SDR
Take a look at the small letter and make sure you are getting a pay worth of the abilities they are requesting
hellogrinch
Valued Contributor
+5
Sales Exec
Great, thanks!
looper1010
Celebrated Contributor
+13
Account Executive
Can you talk with current employees at the company? How many people actually attain their quota?Β  Ask about perks (gym, edu stipend, PTO, etc.) after a number is agreed upon or it might work against you.
hellogrinch
Valued Contributor
+5
Sales Exec
wonderful questions - I will defo take it into consideration!Β 
CuriousFox
WR Officer
+11
Senior Account Executive
Is quota attainable? Can they provide examples? What's the base salary? OTE? What is the average attainment?
hellogrinch
Valued Contributor
+5
Sales Exec
Valid questions!!
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
I always ask to see the comp plan. Also look at financial benefits (401k matching) and healthcare if that's relevant in your market. Companies skimping here is usually a major red flag.
hellogrinch
Valued Contributor
+5
Sales Exec
Thanks!
Rupert_Pupkin
Contributor
+2
Account Executive
Sounds silly but make sure OTE lines up from base to variable. For example "$75k/$75k split" but quota is $500k and rate is 10%. There's an extra $25k to make up, which can be tied to a "if you hit your number, you bonus the extra $25k". Important to know, can be a gamble if you miss plan by a small amount.
hellogrinch
Valued Contributor
+5
Sales Exec
Thank you very much for your input!
GDO
Politicker
+7
BDM
Damn! Good one
lu
luxMux
Good Citizen
Salesperson
Make sure the offer is simple and straightforward. There are loads of exciting buzz words in job offers which turns out otherwise after signing the contract.
hellogrinch
Valued Contributor
+5
Sales Exec
Thanks!
bamageorge
Celebrated Contributor
+9
International Sales Director
This is it! Simple but effective.Β 
queenops
Opinionated
+5
Maker of Sales
@shuayΒ ahem
hellogrinch
Valued Contributor
+5
Sales Exec
Thanks!
shuay
Valued Contributor
+2
Producer
Thanks queen
SADNES5
Politicker
+6
Hittin' Dingers
Ask to get rid of target zone names like "Diamond" and that bullshit. SHOW ME THE BELL CURVE>>
4
Negotiating equity package - what to look for??
Question
9
23
What are your key tips for negotiating the comp package with the employer - as a fresh sales rep?
Question
17
11
What are you thoughts on employer needing to check your references before making an offer?
Discussion
23