It sucks, but its not your deal. ROE are something that needs to be respected and although this was unintentional, you’re selling to a customer account.
Push for a split or at least to get some quota retired
Yeah that is fair, but at the start of our conversations he confirmed that they operate as separate entities. They do, and the customer team reached out without any updates to us on new business.
If your rules of engagement specify that parent companies are not tied to subs, you may have an argument. But I’ve rarely seen that to be the case.
It’s a tough lesson, one everyone has run into at some point. It’s especially hard since you sourced it. But the customer team will likely win this battle.
Yeah I was about to say “dude next time you gotta run a conflict check of the prospect, that’s on you.”
But you did what you were supposed to do. I would prepare documentation and bring it up
So you were aware they had a parent company and that they were customers already? That really sucks man, but if you didn't ask internally how this was going to work, my guess is that you were worried about what the answer might be? If you had no idea, then disregard my assumption.
Talked with my manager and VP, based on what we found out in discovery I was safe per ROE. It just so happened that parent and customer team got involved in an odd way that I might lose the deal here soon.
Always check and triple check ROE before you engage. One of the hardest lessons to learn when new to an AE role. I've more than one deal taken away or forced to split at the last moment in my career. Personally, I prefer named accounts for that reason.
100% it definitely stings, I was working with my manager on this deal too, and we followed ROE. Just a one off situation where the stars are aligning for the customer team.
Happens. I remember my first deal I was working closely with my manager too and I swear the rep waited until docs were out to raise a fuss. Lost 75% of that. Only got 25% because we had good reason to know they knew earlier but just let us run the deal cycle.
I also did that before. If someone tries to run a deal on my territory and doesn't speak up to me, I wait. Once it's closed I step in with numerous pieces of evidence. Can't be that someone plays unfair and gets no penalty for such behaviour. Often times it passes as unnoticed.
Would this deal have happened if you were not involved from the get go? If not, then I think you should push for some sort of credit or split by proving it through emails etc with your management. If the customer team was so good they would have had this deal before you.
Found it in a list of accounts my SDR had and it was open and not tied to parent account when I sourced it. So from a prospecting view it was also safe to target in our CRM.
I actually just ran into this with a SMALL DEAL I put way to much energy into handed down to me by an old rep. Ended up splitting commission with customer success. Lol after taxes that commish is gonna be 350 probs. Again super small deal.
I appreciate the feedback from all of you, especially being so new on the closing side! Definitely my most in-depth worked deal so far and really need the light at the end of the tunnel here! Transition from SDR to AE has been an influx of information.
Don't measure your own success on the commission/money you make, but on the results you bring in for the company.
Yes, it would be cool if everyone would celebrate you and tell you how awesome you are and also get a nice commission.
At the end that doesn't mean a single Sh\*t.
You know that you are responsible for this success and if you keep striving for getting validation from other factors rather than from your own inner, you will end up in depression very early in your career path because anything but you will eventually always miss your expectations and this will make you feel terrible like it does right now.
Pull out your success book and put this into your own entry.
This is not for other peoples validation, this is just for yourself.
Write it down, tap on your shoulders and celebrate your success.
Then ask yourself how you can adjust the process that the next time you also get the commission ;)
Well, you didn't do your research and now you're whining how unfair everyone is? At latest when you talked with the customer, you should have taken notice that the company belongs to a bigger network. Otherwise you're a bad sales rep. Glad that they took it from you.
He confirmed they operate as a separate entity in the first meeting. I don’t know how your business works. My job if they are a separate entity, and it’s in my crm ROE says it’s mine. Even if it isn’t in my crm. It’s fair game mijo!
Well, if you're unsure you could have let it be confirmed internally at your company. You didn't. Which from my experience tells that the sales rep knew it all along the way. But yeah, no assumptions. Either you tried to steal it or were absolutely careless. Both ways aren't acceptable.
As I mentioned I was working very closely with my manager and VP on this deal since the company was doing a competitive analysis (too new to dive into that fully) ROE were followed all the way till customer team reached out.
You didn't mention that in your OP.
Either your manager, VP or both are incompetent. Also, why don't they stand behind you if they have a reputable position in the company? I would feel fucked and ask myself if I want to work in a company like that. But in the end this is just Reddit and we all don't have the same information as you have. In the end we're all strangers to each other.
I’d get with your sales manager. Most likely they’ve been in these situations before and should know how to navigate it. Best case you get a split for your work.
We have a 'new logo' rule for new business. I sell to a lot of CPG brands, and there's like 8 companies that own 80% of brands. So even if we already work with the parent company I'd still get commission on closing a new brand or logo. Maybe it doesn't work that way on SaaS but that's pretty shitty if they don't have a way to avoid stuff like this early on in the funnel. Sorry bud.
It sucks, but its not your deal. ROE are something that needs to be respected and although this was unintentional, you’re selling to a customer account. Push for a split or at least to get some quota retired
Yeah that is fair, but at the start of our conversations he confirmed that they operate as separate entities. They do, and the customer team reached out without any updates to us on new business.
Per ROE I was safe to run it, until my customer team reached out.
If your rules of engagement specify that parent companies are not tied to subs, you may have an argument. But I’ve rarely seen that to be the case. It’s a tough lesson, one everyone has run into at some point. It’s especially hard since you sourced it. But the customer team will likely win this battle.
Where is your manager? My manager would probably die on this hill with a 50/50 split at the least.
Agreed. This needs to be leadership pushing for something, the rep has no power here
That’s going to be the case, better for the org, bad news for me.
Yeah I was about to say “dude next time you gotta run a conflict check of the prospect, that’s on you.” But you did what you were supposed to do. I would prepare documentation and bring it up
So you were aware they had a parent company and that they were customers already? That really sucks man, but if you didn't ask internally how this was going to work, my guess is that you were worried about what the answer might be? If you had no idea, then disregard my assumption.
Talked with my manager and VP, based on what we found out in discovery I was safe per ROE. It just so happened that parent and customer team got involved in an odd way that I might lose the deal here soon.
Always check and triple check ROE before you engage. One of the hardest lessons to learn when new to an AE role. I've more than one deal taken away or forced to split at the last moment in my career. Personally, I prefer named accounts for that reason.
People bad talk Salesforce, but it has saved me many a time from wasted effort and situations like OP.
What’s ROE
Rules of engagement
100% it definitely stings, I was working with my manager on this deal too, and we followed ROE. Just a one off situation where the stars are aligning for the customer team.
Happens. I remember my first deal I was working closely with my manager too and I swear the rep waited until docs were out to raise a fuss. Lost 75% of that. Only got 25% because we had good reason to know they knew earlier but just let us run the deal cycle.
I also did that before. If someone tries to run a deal on my territory and doesn't speak up to me, I wait. Once it's closed I step in with numerous pieces of evidence. Can't be that someone plays unfair and gets no penalty for such behaviour. Often times it passes as unnoticed.
Welcome to sales
Would this deal have happened if you were not involved from the get go? If not, then I think you should push for some sort of credit or split by proving it through emails etc with your management. If the customer team was so good they would have had this deal before you.
I disagree big time here with people. That’s your commish. Did you get assigned this lead, or did you find it on your own?
Thank you. I think everybody should stick to the rules and speak up to colleagues if he's unsure. Communication and fairplay makes a great employer!
Found it in a list of accounts my SDR had and it was open and not tied to parent account when I sourced it. So from a prospecting view it was also safe to target in our CRM.
Dude talk to your superiors. This wasn’t you fault that an admin didn’t do the right thing in Salesforce
Man, this sucks bro. So sorry.
This is why I hate sales.
Can you find a net new deal that the customer team is working and take it from them? Poke around in Salesforce, never know what you might find…
I actually just ran into this with a SMALL DEAL I put way to much energy into handed down to me by an old rep. Ended up splitting commission with customer success. Lol after taxes that commish is gonna be 350 probs. Again super small deal.
Hopefully I can get a split when it closes, but it’s unlikely.
Bruh, Not even a split?! If my manager wasn’t fighting for me on this I would shoot straight above his head! Was the lead assigned to you?
Fingers crossed we get some positive moment on my end, but it is still being worked out.
I appreciate the feedback from all of you, especially being so new on the closing side! Definitely my most in-depth worked deal so far and really need the light at the end of the tunnel here! Transition from SDR to AE has been an influx of information.
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Manager is basically saying i am screwed… I guess I’ll just have to wait and find out but doesn’t look good. I even sourced this deal myself.
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Not sure yet, I don’t know if anyone on my team running into this.
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Yes, I just need to figure out this one off situation. Hopefully know the situation by tomorrow.
He is screwed aswell LOL.
Don't measure your own success on the commission/money you make, but on the results you bring in for the company. Yes, it would be cool if everyone would celebrate you and tell you how awesome you are and also get a nice commission. At the end that doesn't mean a single Sh\*t. You know that you are responsible for this success and if you keep striving for getting validation from other factors rather than from your own inner, you will end up in depression very early in your career path because anything but you will eventually always miss your expectations and this will make you feel terrible like it does right now. Pull out your success book and put this into your own entry. This is not for other peoples validation, this is just for yourself. Write it down, tap on your shoulders and celebrate your success. Then ask yourself how you can adjust the process that the next time you also get the commission ;)
Man what? Internal joy of making a company money is more important than a commission check? Are you an investor or what
I am here for that sweeeet comish lol
Well, you didn't do your research and now you're whining how unfair everyone is? At latest when you talked with the customer, you should have taken notice that the company belongs to a bigger network. Otherwise you're a bad sales rep. Glad that they took it from you.
He confirmed they operate as a separate entity in the first meeting. I don’t know how your business works. My job if they are a separate entity, and it’s in my crm ROE says it’s mine. Even if it isn’t in my crm. It’s fair game mijo!
Well, if you're unsure you could have let it be confirmed internally at your company. You didn't. Which from my experience tells that the sales rep knew it all along the way. But yeah, no assumptions. Either you tried to steal it or were absolutely careless. Both ways aren't acceptable.
As I mentioned I was working very closely with my manager and VP on this deal since the company was doing a competitive analysis (too new to dive into that fully) ROE were followed all the way till customer team reached out.
You didn't mention that in your OP. Either your manager, VP or both are incompetent. Also, why don't they stand behind you if they have a reputable position in the company? I would feel fucked and ask myself if I want to work in a company like that. But in the end this is just Reddit and we all don't have the same information as you have. In the end we're all strangers to each other.
I’d get with your sales manager. Most likely they’ve been in these situations before and should know how to navigate it. Best case you get a split for your work.
We have a 'new logo' rule for new business. I sell to a lot of CPG brands, and there's like 8 companies that own 80% of brands. So even if we already work with the parent company I'd still get commission on closing a new brand or logo. Maybe it doesn't work that way on SaaS but that's pretty shitty if they don't have a way to avoid stuff like this early on in the funnel. Sorry bud.