5 Ways To Negotiate Your Sales Job Offer

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1. 1:33

   And if you don't, you should have that as a red flag in your book. And then the third piece that's most commonly under negotiated that you should absolutely negotiate is your ramp schedule. For example, if you're selling mid market deals, a mid market sales cycle might take 90 days at “And if you're on full quota in your first quarter, you don't even have time to build pipeline” to close a single deal. And so a ramp schedule might mean that you have a 50% quota, or you get your OTE for free and your first quarter. And that's something that if you don't have it in your comp plan, you should certainly be negotiating it. And we'll talk about what to negotiate for

   In SDR quota setting

2. 1:49

   times. And if you're on full quota in your first quarter, you don't even have time to build pipeline to close a single deal. And so a ramp schedule might mean that you have a 50% quota, or you get your OTE for free and your first quarter. And that's something that if you don't have it in “your comp plan, you should certainly be negotiating it.” the last two bits are there are some things that in my experience are either not worth negotiating, or are really challenging to negotiate. Example number one here is anything related to the mechanics of how equity works. But you can absolutely negotiate the total amount of

   In Rep ramp plan

3. 2:24

   mechanics of how equity works. But you can absolutely negotiate the total amount of equity. The second area that is oftentimes somewhat trivial to negotiate is the accelerator plan. Number one, they are oftentimes pretty complex, because there's a stair step schedule between “zero to 100% of quota 100 to 150% 150% 200%.” 10 different accelerator plans for all of their different account executives. And then number two is oftentimes it's pointless to negotiate these things because your commission plan literally says your accelerators can be changed at any point in time. And I know that companies very, very

   In Quota accelerators and decelerators

4. 2:42

   zero to 100% of quota 100 to 150% 150% 200%. And oftentimes sales teams don't want to maintain 10 different accelerator plans for all of their different account executives. And then number two is oftentimes it's pointless to negotiate these things because your commission plan literally says “your accelerators can be changed at any point in time.” frequently change their accelerator plans. Okay, so now you know the different components of a comp plan that can be negotiated. Let's go through the tactics behind how to negotiate effectively. Once you've got an offer, step number one actually happens before you get the offer that you want,

   In Quota accelerators and decelerators

5. 7:54

   in a year. But again, all of this is under the pretense that number one, you don't need that extra bit of cash that you would have traded, and then number two, you also believe in the company long-term. Lastly, number five, negotiate your ramp schedule. “My general rule of thumb is I want my ramp cycle to be in line with my sales cycle.” So for example, as a mid-market AE, I would want a minimum of one quarter of ramp if it takes 60 to 90 days to close a deal. So figure out for your industry, for your sales cycle, whether it's SMB, mid-market, or enterprise, what is standard, and try to get a comp plan nailed down that gives you

   In Rep headcount and ramp planning

6. 8:13

   My general rule of thumb is I want my ramp cycle to be in line with my sales cycle. So for example, as a mid-market AE, I would want a minimum of one quarter of ramp if it takes 60 to 90 days to close a deal. So figure out for your industry, for your sales cycle, whether it's SMB, mid-market, “what is standard, and try to get a comp plan nailed down that gives you” a couple free months when you know you're going to close nothing, and then steadily gradually ramps up in terms of quota. All righty, folks, hopefully this one was helpful for you. Those are the five things that I would do to negotiate any sales job offer. And of course, you're going to have to do this along the way without ruining goodwill with your folks.

   In Rep ramp plan

7. 8:21

   takes 60 to 90 days to close a deal. So figure out for your industry, for your sales cycle, whether it's SMB, mid-market, or enterprise, what is standard, and try to get a comp plan nailed down that gives you a couple free months when you know you're going to close nothing, and then steadily “ramps up in terms of quota.” All righty, folks, hopefully this one was helpful for you. Those are the five things that I would do to negotiate any sales job offer. And of course, you're going to have to do this along the way without ruining goodwill with your folks. And if you want to know what market comps look like for those jobs, so you know what you can start to anchor people towards, we did another video on how much can you make

   In SDR quota setting