How to Negotiate Sales Compensation Without Burning Bridges (Ask Jeb)

What It Covers

Jeb Blount advises Brady Thompson on negotiating sales compensation increases by leveraging performance data, external offers, and commission rate adjustments without damaging employer relationships.

Key Questions Answered

• •External Offer Strategy: Present competing offers as genuine dilemmas rather than ultimatums by stating you want to stay but need to discuss an offer that's turned your head before making decisions.
• •Commission vs Base Negotiation: Request higher commission rates instead of base salary increases at smaller companies, as variable costs are easier to approve than fixed costs and can yield double the earnings.
• •Performance-Based Approach: Lead compensation discussions by requesting bigger accounts, better leads, and larger opportunities first before asking for raises, speaking the language bosses understand about driving more revenue through increased sales volume.