Bitch better have my money...
August 12, 2008 12:11 PM Subscribe
Negotiating Filter: Please help suggest a way to negotiate with tight fisted mgmt so they will recognize an above the call of duty sale with an above the call of duty commission above the existing commission structure
posted by Fupped Duck to work & money (9 answers total) 2 users marked this as a favorite
A friend is a national Sales Mgr for a small company that manufactures a unique (patented) device for boats. The company is owned/operated by the husband (inventor of the device) and his wife. Sales have been good with steady growth in the 5 years since they started up.
As sales manager, he routinely sells to dealers and the occasional distributor, and is compensated for this with salary, + a small commission plus bonus if certain goals are met.
Some owners are very much enlightened and cognizant that its a team that makes their company a success and it comes across in the way they share the spoils of success.
These owners, not so much. Their attitude is more akin to "we thought of it, and the employees are here to help us capitalize on our continued success".
The last sales manager quit after he missed his bonus by less than 1/4 of a percent (in large part due to production probs caused by the owners). They declined to pay his bonus, and pulled up in his and hers Mercedes the next day. He left over this not long afterwards.
At issue here is my friend the sales manager, at a trade show, has opened up a very large new account with a very large boating mfr, and at higher pricing than they give distributors (for scale, a distrib account is usually a bit smaller than the value of this new deal with the snow mobile mfr).
So this is a home run for the SM, and now that the deal has been cemented, he'd like recognition in the form of a higher commission than he normally gets since this is far and above a larger account than he's expected to land.
He feels quite certain that if he doesn't ask for more, they won't offer more on their own initiative.
Asking outright seems like a sure path to sore feelings / expectations on both sides of the table. I suggested that he present the deal with pride to the owner along with an explicit pledge to repeat this performance if the incentive is there, but even that message presents a real risk of being poorly received and generating acrimony . Is there a better way to broach the topic?