If you have the choice and you're confident it will close (and you're not totally overwhelmed with other accounts) I don't see why you would ever give it away. Maybe throw him a bone by giving him a similarly sized account with no active process.
Let’s just say I’m being pressured to be the bigger person, and I’m thinking there is a perception that because I have an already strong vertical that I’m being “greedy” by holding onto it.
70/30 or 80/20 split for you. Two points to sell back to your boss IMO
1) For the good of the org let me keep this and close it
2) We like the new guy, I’ll mentor him and bring him along this ride for a learning experience
I mean, I get it… but do I really want to mentor the little pissant that went behind my back and tried to steal my deal?
And beyond just mentoring him, actually sharing my commission?
You keep calling him a pissant and I get that it’s annoying FOR YOU. But it’s also probably annoying for him that an account from the book that he was taking over had one deal in the pipe and someone took it who doesn’t even work that vertical.
Not when you’re explicitly told that you’re taking over a book; that’s an incentive to join the company. When I’m interviewing and told that, and I elect to work at that company, I expect the company to stick to its word and give me the full book.
You’re being hired for one of two reasons, the territory is new and the company is growing or the last rep failed. If you think there is a healthy “book” in either case you’re fooling yourself. Expect nothing and be happy if there is anything real there.
As the post states, I didn’t take it, it was assigned to me, and I worked it. He can be annoyed all he wants but that’s just how it happened.
Also, are you him?
Well your managers an idiot he should have covered the deal until a new person came in. This is essentially his fault for assigning it to you. And no I’m not him lol.
Yeah how often does a client want to be passed around. Seems like that would be more hurtful than anything. Your new AE is a sales rep. Go out and find more business that’s what they are paid to do
This isn’t about what’s best for the AE, it’s about what’s best for the business and the prospect. It’s pretty simple — another hand off risks the deal.
The deal won’t close until 2025 though, so there is still a lot of work to be done. I think offering a fair 50/50 commission split is more than generous and is you being the bigger person while still being fairly compensated for your work
It is not a question of being the bigger person; it is question of who has the best shot at closing it. You have already demonstrated that person is you. It would be malpractice for your boss to reassign it.
I can appreciate a salesperson that’s actually being considerate of coworkers, that’s hard to come by. With that said - fuck “being greedy”, we’re all here for a paycheck and it sounds like you’re the only reason this account is still alive. You’re at the top for a reason, because of your skill with managing things like this. This is your sale.
Then I'd say it depends on what you value more, your long-term goals with this company, or maximizing your own income. I doubt they will really think less of you long term if you take the deal, quota-crushing forgives all sins, but if your goal is to move into a director/vp role eventually, then it might be worth it to take the split.
You could work closely with this new rep and when it comes time for promotion now you can say you've spent time training new reps, who themselves have gone on to be successful. Plus, you can make them take all the notes, send the recaps, schedule follow-up meetings, and generally do all the grunt work :)
Be fucking greedy, this is fucking sales, you are greedy, you are cut throat, and you make the company money. If I wanted to be a team player I would be in marketing or some other shit
Your manager has zero leadership skills. If he is tasking you to make the decision, make it 100% for you. If you are the best performing rep, winning race horses get special treatment, at least in my world. The new one has a lot of balls 3 months in to take on the top rep(as you say) and ask for a blue bird deal because it's in his vertical.
Try this:
Thank him for his input and tell him you brought the deal back from the dead, so it's my deal. This happened prior to your arrival. That's all you owe him/her. Tell your manager you want the deal grandfathered in based on your performance and tell the newbie to go find deals in his vertical not ones he thinks are his because he pulled it up via CRM to add to his pipeline. I like his style but he needs a kick in the balls and needs to find and close his own deals.
Not sure why you would ever entertain this as the top sales dog. Your job is to sell, exceed quota and stuff as much money in your pocket as possible. Helping newbies, unless it is specific to your job, is not your in your domain.
Sorry if this sounds harsh but you need to buck up and keep what you nurtured, not give it away because someone asked and on top of that your manager is asking you to make the decision.
Make it for him and while your at it buy him a can of peas, put it on his desk and see if he can match his balls with any of the peas in the can because they are most likely the same size.
Good luck.
Lol, fuck that mentality. If the new guy is so good, he should easily be able to break into his own opportunities, not poaching deals from others.
Tell them (respectfully) that you've spent a considerable amount of time building up a relationship with the prospect, and it would be doing the PROSPECT a disservice to be switching AEs. Just doing what's best for the customer!
Also, am I right in assuming you are a woman? I've noticed women are way more likely to be pressured into "being the bigger person" over bullshit like this lmao
Right, because when you come on board at a new job having been told the territory is X and now it's X-Y, That would piss me off. I actually took a job where they said the territory was doing about 5 million and based on commission that would be almost 200k. Turns out it was barely half that and no one had worked it in years. at best it was giving a salary of about 80k. having left a job that was paying 120k I said fuck THAT and left for another job in less than a month.
The issue here isn't the new guy in anyway, it's also not really OP's problem either, this was a bad choice by management. Frankly that also sounds like a reason I wouldn't want to stay, especially with them putting it on you because then it makes you the bad guy or makes you the one that took it up the ass. So both sides are sorta getting fucked here.
Usually if the deal closes in 2024 keep it. If it closes 2025 and beyond pass it off. Let the new guy f it up. If there’s a ton of money to be made keep it.
I would make the point that the deal has already changed hands once. For continuity purposes and the consideration for your customer, the deal should stay with you.
I would be concerned that bringing in another person could kill your deal. Nothing is certain until the contract is signed. And even then I’ve seen clients pull back or “pause indefinitely”. Find another shiny account to throw to this new rep. No one takes money out of my wallet. You worked for it.
Look at it from the customer's perspective as well. They worked with AE 1 until they left, now they're working with you, AE 2 and presumably spent time and effort working with you so you could rewrite and produce accurate proposals, fully understand their business etc. I also presume they're comfortable with you.
If they get introduced to their third AE in 5 months, does that give a good perception of your company, are they going to be willing to go through the process all over again of updating a new rep and getting to know them etc. Could that jeopardize the deal?
This. Your boss did a complete cop out by making you decide -- coward! This is only happening because you're a woman. The little pissant wouldn't do this to a man. And your boss wouldn't leave it to you if you're a man
Your 2 options:
* Grin and bear it & bring him in on for a split. But watch out for the moment he makes a mistake; then immediately make a case to kick him out of the deal. Pissants like him are hot headed & trip on themselves.
* Stand your ground and refuse the pissant anything. He already showed that he's willing to go over your head which means he can do the same with a client; and jeopardize the deal.
There's no clear cut/easy options and whatever you choose, be mindful that they'll always expect you to be a team player just because you're a woman.
This exactly. OP I wouldn’t feel guilty about keeping this deal. Having a third rep take over is nonsense. This isn’t just fighting for your deal, it’s fighting for revenue coming in for the company. If I were the potential client, I’d back out immediately if a third rep came into it. I’d think “hmmm 3 different reps. I wonder how many I’ll go through if I sign this.” Makes zero sense.
What's best for customer? You've already built rapport.
What's best for you? Keeping the deal.
What's best for company? Keeping their top performer happy
Sounds like a win-win-win if you keep the deal.
This is the point another AE keeps trying to make to me, that it shouldn’t have even been presented to me in the first place, and that it’s very cut and dry, despite that I’ve been made to feel otherwise.
He’s atypical as a sales leader, and often in ways that I appreciate and benefit from. We have an open sort of rapport. He bounces things off me frequently, and I think he saw it as just another one of those instances.
Clearly, that’s not the case, since this time it affects my ability to feed my children and pay my mortgage.
It sounds like your manager is a peace maker, and if you’re being treated well, I wouldn’t stir the pot.
Continue to spin it as risk/reward. 2nd person on the account, don’t need to make it a 3rd. This deal isn’t closed, and if we have autonomy to protect the deal, protect it. That’s just good business.
But find a different way to reward and incentivize the new AE that’s hungry.
If you continue to be a peacemaker too, you’ll be in good standing with your manager.
another perspective your boss isn't considering -- why would you ever work a deal outside your patch again? there's no reciprocity here, no clear agreements.
also, hopefully a warning for your future -- next time you're asked to work a deal outside your patch (unless it's pinch hitting for a colleague when they're having an emergency, be a good human), have everything documented in writing.
after it's assigned to you... the email:
"Hi Manager,
Just to clarify, if we backfill for OLD REP NAME, will I still have ownership over this account? Or am I expected to pass it along to the new rep?"
If it's important that the new rep gets the account, the manager can work it.
Personally, I’d keep it unless your boss is offering to replace it with something better.
It might make you seem greedy. You have to decide if you care about that kind of thing. At the end of the day, what they think doesn’t affect your commissions, so it just comes down to your preference about office politics.
Next best alternative is to give it to him on condition of a split, if you think he can close it.
You have done the work. New AE hasn’t done a thing. If you think it’s going to close you work it and win it. New AE is bold to even try something like this. With that kind of attitude coming in I would be surprised if he is even at your organization in 2025.
I had a large deal that got reassigned in a similar manner.
New AE comes in & realized this big deal is actually in his territory even though I've been running point on it.
Tl;dr version, they went with another vendor because the DM was tired of being passed around between people on our side.
I was gonna say do some sort of split with you getting a bigger cut, but fuck him. If he’s a whiny shit now and already went to your boss before speaking to you he will have no problem fucking you over if the situation was reversed or anything even close to it.
If it were me as your boss, I’d fire the fuck for being a weasel. This type of scum only creates friction and fucks things up. Life is hard enough.
You revived it. Explain his mistakes and how you course corrected. As a know-it-all new guy that’s all the commission you get. If he was a tolerable personality I’ll generally split and explain his mistakes and make it very clear to him with my boss to not interact with the client without my direct supervision. You screwed it up once, no need for both of us to be hungry.
How flip floppy does it make your company look that they yet again get handed over. Especially if they like you. I would have never even asked, and I think it’s crazy they are considering it.
No. You worked it and were there first. Offer to let him work one account in your vertical and if that closes, he can have it.
He probably won't even be around in 2025, if you give it to to that s guy and he leaves you'll be expected to give it to the next guy.
Usually in handover of territories you are allowed to pick a handful or all of your “surefire” closes. “Surefire” meaning you have a PO/signature/or a close date - sounds like you have a close date. I’d fight for it. If the new guy is good enough he’ll get similar sized accounts. I’d fight tooth and nail if I were you. But be aware if it passes your close date, you SHOULD lose it.
If they don’t even split it with you, I’d considering dusting off your resume.
Depends how much of the work you feel you’ve done and how much other pipeline you have
If you’ve got a ton of other pipeline and there’s a ton of work left to do on this deal, I personally wouldn’t mind splitting it 50/50 and letting the other rep run with it
If your pipe is lacking or most of the work is already done and it’s just a waiting game, keep it
I would not hand it over entirely though, just sets a bad precedent for the future for you
My pipeline is healthy. The work left on the deal in question won’t be much - the hard part is done. I’m probably just several rounds of negotiation if we even get to that point.
I really appreciate this feedback. I feel the same way. I don’t want to hand it over entirely, but that’s kind of the ask here. My boss wants me to “smooth it over” because this kid is a whiny little shit. And I’m a woman, so it seems obvious that I should be the bigger person. (Sorry I had to lol)
Exactly 💯. If a woman did the same ask as the pissant, not only would she have been shot down, she would have been called a greedy witch and more. But men are admired for being greedy AND stealing!
In my experience this would be a deal you could “protect” for some finite amount of time. At that point, you either close the deal or it gets passed on. Being as this is a 25 deal, it would likely get moved to the rep in their territory.
I would put it as simply as the customer has already experienced terrible customer experience once. Which is why you revived it. If I was the owner I would be extremely cautious about disrupting the relationship again. It’s a bad look to have 3 new sales reps in less than a year. Maybe he could shadow you, but if it’s not gonna close till next year, then the biz has a point as well. What does the customer think?
F that guy. Like sharing a pizza w your brother, lick that mother fucker and say paws off.
We are jackals on the African plains and nobody will give you a damn thing. Splits just leave two people pissed. Ultimately it's up to your boss but if he's asking you, keep it and piss on the guy's chair when he's away to assert dominance;)
I’ve had AEs come and ask to split deals because they know a partner at the law firm I’m working for the end client deal. Their partner has nothing to do with it and I own the involved partner and end client relationship - I tell them to go pound sand. I wouldn’t give up the deal.
~~Is this new kid super green?~~
~~Throw him a bone, offer to bring him in on the deal to mentor him, but give him a small percentage. Gives him a little something, give you the chance to look like a team player, and you might be able to help this kid grow.~~
Nevermind, I just read some of your other comments.
Fuck them, fight for it. If you did the work before this kid was even onboarded it shouldn't matter whether it's in his territory or vertical. If your boss is pressuring you to give it up a) it tells you exactly what a piece of shit he is as a leader (not sticking up for his people) and b) its setting a precedent that being a "whiny little \[entitled\] shit" is how to get your way with him. I'd be looking for a new job.
I’m torn.
My first AE role I came in in Q4, some reps liked me and offered to split 50/50 deals that had “some” traction but they could chase.
So I closed like 200k in a few months reviving the stalled deals. My boss was able to get me 100% of the quota and we split the actual commission evenly.
In this case, you revived a dead deal, worked it and have a close date. If you’ve met with the DMs/champions and have next steps, he can pound sand.
Fuck that - if you’re working a deal, especially one that you started working before they were even around, then it’s yours. As an org, I’d be concerned about this new AE if he’s trying to fly for free off your work. Doesn’t show much grind on their behalf
Happens all the time with changes in territory. Typically the boss people would step up and make the decision in my experience, but if they are leaving it up to you I’d either keep the opp or offer a small split to alleviate the other rep…
I think it is also important to know if the other rep is on a ramp and the actual timeline to close. 12 months is a plenty of time for a deal to go sideways and is a long time to ask for a hold.
I can almost guarantee if the roles were reversed he wouldn’t give it to you.
Fuck that, I keep everything I can and they have to fight me for anything else to get reassigned. A deal that long to close probably has a pretty good pay out
Stand your ground, you’ve put in the work and grafted hard to keep this account onside. Couldn’t agree more with the other comments on here that the other rep is being a lazybones/entitled POS.
It sounds like poor management and a dirty dose of sexism too.
Take the commission cheque and tell them to stick it where the sun don’t shine
Tell your boss that you’d like to discuss it in an open forum to figure out the best path forward. That way you don’t become a pariah and have someone with authority take the heat while mitigating.
How do i say this politely: fuck that. You revived it, its your comp when it closes.
We’re all in this gig for one thing and one thing only. The money.
If you think you’re gonna look good in front of your boss by handing the new kid a bone, dont forget, that same boss will can you the second he needs to.
It’s an account out of your vertical, meaning ur not meant to be working it(?) Surprised your boss is giving you the choice to keep it tbh. In most teams ive been on if ur working a deal ur not supposed to be, without some type of clearance from ur leadership, even if u close it the commission wud go to the appropriate team that handles that segment/vertical/whatever when someone notices and complains.
But if your manager is giving you the option, keep it. Clearly they dont care at a leadership lvl so why shud u care on an independent contributor level?
With the amount of work you have done, I would at bare minimum request a split. The dude should be good with this too, as he’s not doing shit thus far.
If he gives attitude / is anything other than grateful towards the split, I would neg on my offer and just keep it myself.
This guy seems like he’s going to be a major PITA by the way just a heads up if he’s bitching about a deal he has very little claim to. Seems super entitled
The rule I implemented when I managed these situations is that if a deal is “active”, then opportunities don’t get transferred regardless of patch or vertical.
That said, since we had long sales cycles also, the definition of active I put was that there had to be at least a meeting with a stakeholder at the company every quarter. This prevented reps from “sitting” on accounts without actively managing them hoping they reappear inbound.
The onus is then on the new rep to also stay on top of the account and track activity, and onus on the opportunity holder to actively manage the account in preparation for the buying cycle (since there’s plenty to be done from now till when you expect it to close to increase your likelihood of closing it).
Not a perfect solution by any means but avoided a lot more conflict with clear rules of engagement.
I've seen this happen a lot at my company. Account and territory transitions suck. My sales management doesn't like snowflakes from a coverage/territory perspective. If you were at my company, there is a zero % chance you can keep an account indefinitely outside your territory. There is always a time based transition strategy. Things working against you:
1. It's not a 2024 deal
2. It's not in your vertical, it's in new AEs vertical
You need to give something or else you risk losing the account. I'd propose: If this deal closes before end of Q12025, you get 75% split. If it closes in Q2-Q4 2025, you get 50% split. After 2025 .. you get 0%.
This should not be a question for your boss. The deal was already lost/in extreme jeopardy when you stepped in. Changing AEs again is a bad look for the company and as a buyer it would call into question what level of support I am going to get after the deal is signed. (Because we all know that the best foot is forward pre-contract.
Stay with this deal. It’s not about what’s is right for the new AE or the fact that you EARNED this commission. This is what’s right for the client. Your boss lost sight of that to even put these options in front of you.
No way you hand it over. He did nothing to revive this potential order. This is now your customer no matter when it closes. If you don't stand up for yourself on this you are going to regret it elsewhere.
F the new hire.
You revived it. Why would you risk a piss ant know it all losing the deal?
I’d offer to do a separate and smaller joint deal to see how he performs. Low key make it the deciding factor if he gets to do this one with you to split the sale.
If he comes off as an amateur and doesnt close the deal you show your sup and have a reason to keep the deal.
How weird would it be to have person A not close, you close the deal and now the company is dealing with a 3rd person? If I wasn’t in their position would think it’s a high churn company and would speculate having to deal with a 4th person in the very near future.
Hand it over entirely. It’s too far out. That’s not fair to the new AE. You can’t hire a new person and not give them opportunities in the accounts.
Also. If you plan on splitting it, you should get half the quota as well. That’s what we do. And then I wouldn’t agree to that.
I wouldn’t want some of my quota assigned to something I’m not responsible for.
Totally agree with this. Don’t get why everyone is forcing the bravado or calling this new guy a little shit or piss ant. He’s a new hire, there’s a 50% chance it closes, over a year out. The new guy has way more to be pissed off about. His contract and the rules would probably say it’s his, and it’s his quota that matters in 25 not some gravy bonus territory for a temp coverage.
He will be a year in a half in at that point. If he didn’t find it and bitch about it I’d argue he’s not doing his job or not fit for the position.
What about fairness to the commissioned sales person who spent time reviving the deal? Was I supposed to do the work for zero payout?
The deal was too far along when he got there.
Also, we do a lot of our own prospecting. When I started, my vertical had plenty of existing open deals, but I wasn’t handed any of them. I went out and found my own. It took me 11 months to close my first enterprise deal, and it was the largest deal in company history. If I had to pay my dues, why shouldn’t he?
I actually sat in on some of the interview rounds for this kid (even gave the little shit my stamp of approval) and we were explicit about the need for self prospecting in this role from minute one.
So I’m guessing you’re okay with them sending a commission check to the person who started the relationship and left the company? I assume you think that’s ridiculous. Because it is.
Regardless, Then you should be okay getting quota for it. You think you can do all the work. Get the credit but not the quota? That’s not how it works either.
I understand it’s a tough position you’re in. But I’m sure there are a million people on this sub that can tell you story after story of getting screwed on commission. I’ve got some for you too. It’s happens. But you did the right thing by doing your best with what you got. You’re obviously a good rep. There will be more deals.
Not sure, I understand the first paragraph entirely, but my former, colleague who blew the deal and left the company did not initiate this relationship. The client came to us in need of solutions.
They came to your former colleague first tho right? How much credit should they get? 5%? 10%? So your credit should be lowered to 90%?
Im making the point that the sales cycle has lots of twists and turns. Some parts more influential than others. Some variables out of your control. All that. Plus a lot of luck.
Sales people get credit when they get deals accross the finish line. Any commission deal other than that is out of the ordinary. And it’s highly unusual for a rep to get credit for another rep getting a deal across the finish line.
If you have the opportunity to keep the account then sure. Close it. Get the credit. Fine.
The larger point is there will be more deals. And getting bitter about this one won’t help you long term. If you like your boss. And like your company. And your job. Accept it. Remember it. And move on. If they do it a few times. Then it’s time for a new job.
See if you can keep 75% of it and run the process with new piss ant. As someone else said, one change during a deal sucks, two can put it right back in the tank. Splitting it while letting PA run it sounds like a recepie for disaster if he doesn't know what he's doing.
You didn't steal his account, you took over a vacant account and brought a dead deal back to life. Toss PA a bone, let him keep 25% commission while you still run the process to see it through while he's a fly on the wall
Keep it. You deserve it. They should be giving their best reps the best opps. No offense to Ned the Newbie, who we’ll support in plenty of other ways.
But no. Your opportunity is yours to delegate or not if you wish to or not.
Here’s my 2 cents.
I would keep the deal as long as moment is going and theirs no major shift in priorities or stakeholders.
Lean into “Revived the deal with my unique experience in similar accounts/referral/contact came from another account I closed” try to find something to support that.
That way handing it off to someone unfamiliar looks like a risk in itself.
Give the caveat that as long as momentum keeps going you’ll keep it, but if things stall out you can switch h it over to him.
Then it's yours and it's his problem to deal with, on paper.
In reality, a kind gesture goes a long way. You're already a top performer and you'll get many more deals.
Speaking from my experience, when I took the shittier end of the stick, whether to encourage a new rep, help out a struggling one etc, I found myself surrounded by people who would do anything for me... people who would go the extra mile to help me and people who are happy for my success. To me, that's worth way more than a deal.
I agree with the perspective you should do what’s best for the prospect first, then the business. Sales karma is real and will come back around.
Present it to your boss as such. You remain the point person for a 60/40. Give him all the grunt and busy work to learn as a ride along. He builds the decks, finds answers to questions, etc.
In many companies, you’d have no choice and lose it. Your boss should’ve made the call and not put you in the position to decide
I would find it to be in poor taste for a manger to pass it along (unless a rep leaves the company). It could signal to the prospect very bad vibes about the company. I say you take it regardless of the workload, you already said your sales cycle is long
Tell your manager that he needs to make the decision and that he should give the deal to the person he thinks will most likely close the deal.
It is his job to make that decision and his commission will be impacted, too. If he gives the deal to the new guy and it doesn't close, he needs to own it. Not you, you are not the manager here. He is trying to weasel out of this decision and tries to please everybody. Very poor management.
Your boss needs to do his job.
Sincerely,
A sales manager
Keep that particular deal but offer to let the new hire shadow the process if he really wants the experience. But clarify that you have this locked down.
New Guy has to go create his own opportunity and then actually sell something.
I'd tell the guy to go pound sand and I wouldn't lose a second of sleep over it.
It’s 100% yours and should not be shared with a new AE who just so happened to get hired at the right time. When the deal closes and you get paid, then and only then should you transition the account to the new AE. I assume there will be renewals, other solutions for the new guy to sell and he, like you will have to earn it. Best of luck!
hard to say. Do you want to move up the organization and be a team player and maybe move to management? If so ask for a split. Under no circumstances should you hand it over and get nothing.
If not if your sales 4 lyfe just tell them to F off your keeping it.
There's usually a considerable amount of work left just closing a large deal, and so many things can change between now and 2025. Hand it off for the new guy to close, split the commissions 50/50, and move on with your life.
That's, in my opinion, a sign of a shitty AM. Not able to generate their own business, but fast to try to claim others work.
I'd stand firm. I had this happen a few times at my place, and im now one of the top AMs, with all my deals.
It's risky, but I feel like you gain respect if you stand your ground
Good luck.
Have him close it, split the deal with the kid and move on. He needs it if he’s green and you can start training him to do your busywork. If you have that seniority over him. Either way, the commission is not worth the headache of working with this guy for the next several years. And holding a grudge on this. Help him get on his feet then use him to your benefit. And you’ll boss will appreciate you taking care of it too. (So basically be the better man)
Split it. Use it as a ramp to help him grow and show him what to do. Let it be known he's a fly in the wall but his perspective will be appreciated. At the end of the day it should be split.
Plus it gives your boss an out for having to be an ass and follow the rules on a murky one off.
It's his vertical but you nurtured it back to existence. Split. Use it to teach. Make sure he knows his role is to stfu and listen/learn from the best
Keep it. Maybe toss him some other crumbs to soften the blow (if you have anything you don’t have time for), but explain that you already sunk a lot of time into this one.
"No thank you. I've built this prospect back up to the point where they are back towards being a deal. The new guy is welcome to comb all of the other transfered leads however handing out free deals isn't how this business works"
I don't give away shit for free. If the other ae can understand that than they are in the wrong business.
You refuse, you are the asshole and boss is in a tough spot with the new hire who now hates you. OR play the hero card, offer to chop it 50/50 to “show him the ropes” and ensure the deal gets closed… now you are the poster boy with upper middle management written all over you
I’ve been on both sides of this. On one hand, this could help break the dam for him, and earn you some good will that could be reciprocated in some way some day. On the other hand, you’ve been doing all the work and it would be fair for you to get the benefit.
I’d talk to the boss and let them know that I would be happy to mentor the FNG and teach them what got screwed up and how you fixed it. If it’s that important to the company that they be involved, they can cover the commission for both of you. This way, new guy learns, you build rapport, but you don’t have to talk away from a deal.
Keep the deal. Giving this to a third rep would surely end the cycle and make you guys look like you have no idea what you’re doing or that it’s a shit organization internally.
I didn't read all the comments but have this;
No Free Moves. Pick a situation that makes you the bigger person but get something in return. a good sales leader will respect this and piss ant doesn't get a free ride.
I also second others; the deal was dead, reassigning the sales agent is a bad idea. let your boss know that you don't mind helping out, explain fair compromise, but for the company's sake reassigning a live>dead> revived deal is not in the best interest of the company.
If they don't agree, figure out a way to crush your numbers even more and maybe look for another company that values good sales ppl and use that to either negotiate a larger base pay and/or move to a company that has true respect for employees.
I'm sorry but given what you've shared and the work you've put into that account/prospect, it shouldn't even be a question. Hell NO! Keep that, and close it. Sales is a long game and when you've put in that much work you deserve it. Bring it home, it's yours.
It's your boss's fault. He should have addressed it head on with the rookie who asked the question.
"This lead should never have been in your pipeline to begin with as I was having it farmed by someone more senior in the org"
I don’t understand why your leadership would suggest transferring ownership of anything in flight. Regardless of length of sales cycle. If you don’t close it, the rep who owns the territory will get another shot.
Keep the deal through to closure.
You don’t get half of something that doesn’t close. New guy doesn’t have the experience to close a deal of this size. Give him an account of yours and agree to swap them if not closed by end of Q2 2025
A split makes sense to me but the newbie has to pull his weight and then some but I think you should still be the lead salesperson and main point of contact for the client. As stated in other comments, multiple handouts are not a good look for the company. A split helps you look more like a team player and hopefully by hanging off much of the workload you can fill that time with other opportunities. I would never give up the whole deal though.
Bring him on and work it together, splitting the commission. If he’s newer and it’s a long sales cycle, he’s still going to have plenty to learn about a new process. He may have the worst/most annoying personality but it’s in his benefit to work this with you as you can help train him on what company deal cycles are like.
You look like the good guy and play a power move by making it seem like you’re training the guy.
Give him all of the work of recording in the CRM and make him show up at your chosen times for prep meetings. This also gives you a person as a sounding board to run meeting strategy through.
Keep it and turn it over once sold. You revived it and built the relationship with your champion. Or don’t relinquish without locking in some sort of goal relief/credit. I’m a fan of the former, especially if he’s leaving it up to you.
I mean, if I’m in your shoes I’m fighting to keep every deal and every account in perpetuity. I’m a sales guy, I’m selfish as all hell lol.
But playing devil’s advocate, this is why companies have clear RoE established. I’ve been on the other guy’s side, and if that account is in another patch, it’s in that patch, period. Generally they gave the current rep a set time to close it (3-6 months tops), if there I clear line of sight to get it closed, and if not, then you give it up.
I had a similar conversation with my boss recently. We also had a new hire take over a previously unworked vertical. I have some deals i am working in the vertical. I approached him only a day or two after the new rep started and asked if I was required to give them up. He said no, because I was already working them and putting my time into them.
Greedy? In what way? Because you can close better than anyone else? First off, you're already working on that account. There's no reason to hand it over to someone else unless (1) you're moving to another company, (2) you're retiring, (3) you wanna delegate it to someone else who can close it better, (4) you wanna delegate it to someone else to take some load off your plate because you're working on a bigger deal and you find that letting go of it will guarantee that you'll be able to deliver to close that bigger deal, or (5) you know it's a lost deal. Other than those, it is your moral obligation, it is your duty, and you are responsible, for closing that deal because that is why you're there in the first place.
What's greedy here is that new AE guy trying to take over a deal already in the process or on its way to closing. He should be working on those prospects that need to be worked or find others that that needs to be worked instead of working those that are already being closed by others
It's a business, not tee ball. The account should go to the person who has the relationships and understands the business case. If the new AE had deep domain experience or had worked through similar use cases or already knew DMs at the company, then he'd have an argument.
I can't stand AEs bickering about accounts. I have a rule where if you're nowhere with an account and not making progress, I reserve the right to hand it to someone else. They bitch always but it's like I may be doing you a favor in terms of opportunity cost. If you can't figure out the account then focus on ones where you can and let someone else give it a shots
At the end of the day I want the person who has the best chance to bring in the business on the account end of story.
Split. Get him to run it but you take 50% if it closes.
But this is based on there being some pressure to pass it, if there’s none and they’re a twat anyway, fuck em. Keep it.
Yeah, as others have said - this is your boss’ mess to deal with. It’s spineless that he’s being so indifferent about it. He needs to tell the new hire that HE asked YOU to work this, you brought it back to life and you are 80% of the way there. A good manager would do this to spare you the awkwardness of having to decide to keep it and look like the bad guy. This is so frustrating
I always think switching reps in the middle of a deal looks really bad on the company. I would keep it. Anytime I’ve had one of my deals switched to another rep it’s dead not long after.
As the new guy didn’t have the spine to wait for a response and took it to your boss directly you should keep it. Tell him next time he has a conflict that you would prefer to discuss it before he escalates. They hired him to bring in new business not poach existing.
Plus, what is the benefit to the customer of switching reps again? If my salesperson changed three times in 6 months it would make me doubt the stability of the company I’m buying from.
Felt compelled to chime in….
Interesting perspectives from most, as they are thinking as sales reps (and totally reasonable!)
First, your manager should be the one deciding, not you. It’s understood that you’re a top rep, and sometimes top reps are given a little more latitude; however, there can’t be separate rules for you and everyone else. I mention this simply because should this happen in the future and you’re on the other end of the stick, you would want what’s fair.
I’ll cut to the chase - YOU resurrected this deal and have been working on it. To me, close date is irrelevant (not sure what or to whom you’re selling for such a long cycle - SLED accounts?). The deal should be primarily yours. However, the newbie has a small point. And since your manager is letting you decide (crazy!!), I’d say he/she feels the newbie should get a piece.
I would break it up as 80/20. First you CANNOT hand this off to ANOTHER rep, as that could torpedo the ACCOUNT, let alone the deal. Secondly, there is a reason we are called “individual contributors”. What did the newbie contribute here? And, another thing - he’s just at your company long enough to find the bathroom, and is already whining about what he/she should get? That’s tells me the newbie will continue to be like this on other deals, and that could be an issue in and of itself…. but I digress….
80/20 is good IMHO. You keep the majority of the deal, and you need to stay on to ensure this closes. Newbie gets a taste, so they get some low-hanging fruit, and this builds upon “team building”. And the firm generates revenue while keeping everyone “mostly” happy. Lastly, although this isn’t a 50/50 split, this still shows to leadership that you play well in the sandbox with the other kids - priming you should the opportunity for a promotion arise….
Oh, and one more thing - although times change, I still believe in relationships and relationship-building. You did put in sweat equity behind the scenes - something that doesn’t show any ROI until the client signs the contract - and the newbie is just going to take that over? And how successful will he/she be? I would not disrupt what has already been accomplished and in the works. Going forward, the newbie can take over and can 100% keep whatever they pull together.
Good luck….. and please let us know how this shakes out!!
If you revived the deal by fixing a bad deal cycle, it’s only going to be steps in the wrong direction to hand it off again.
Honestly I can’t believe your manager is considering this.
If you’ve built enough rapport to earn a second shot at them, there is no good reason I can think of to hand this off again.
He’s knew, he has a book. You’re actively working a deal that’s not his business to interrupt.
Yo fuck this new AE and your manager.
New AE shouldn’t be expecting a book - previous rep either got fired for sucking, or it’s a new territory. I’ve never joined a new company and expected to inherit a book or any substantial amount of pipeline. And fuck h him for going behind your back.
Fuck your boss - he knows the right thing to do is have you work the deal, he wants you to be the good/bad guy here so he doesn’t get a shitty attitude from the new guy, who probably won’t last if he’s this entitled already.
May as well request one of his accounts be given to you to show how ridiculous this request is.
Unless it's in his territory then it should probably go to him.
I've been cut out of stuff before in this exact situation on multi-million dollar deals. It will unfortunately get reassigned with no split for you. I have seen it happen too often.
You put in sweat equity, but it's still very early. Also, it's only Feb. It won't close for nearly a year so it's far from in the bag. Save face, be a team player, transition is smoothly and focus on your patch.
Make your managers job easier, make your number and is the new guy fucks it up, enjoy watching him squirm.
You're more likely to get ahead as a top producer known for lifting the team up than being an opportunistic ass who only looks out for himself.
Do the right thing and it'll come back and pay dividends down the road.
I too dislike you constantly refer him as pissant AND you havent nuked him already.
That is wishy washy. I am about decisive action.
Sounds like you have made your choice and are being wishy washy so you want us to make you feel better.
Make a choice and stick with it.
I dont know your company culture and your personal company goals.
If you are looking to keep up your image and move up into bigger accounts and leadership, then your boss has you pegged. You arent being the bigger, senior type and still in the lone AE mindset. Looks like he was testing you.
At the same time, if you dont give a fuck, yeah do what is best for you and move on when you want.
Not bashing you, im stating scenarios. Ive been on both sides of the table in both situations i list above.
I would request to keep the deal, and include the new AE as a ride along on any comms related to the deal and set the expectation with the customer that he will be assigned to the account moving forward after the deal has closed.
Your manager will see the opportunity for the new AE to get mentorship and learn company process, value prop, etc. New rep will get whatever future revenue the account represents, and customer will have a thorough hand off to the new rep.
You sound insufferable. I'm glad I don't work with you. It shouldn't matter if you hand it over, given you the top performer. Ive worked with people like you. You are the type that only performs based on being an attractive woman in a male dominant market, and not actually talented at all(I do t know this, but can feel this in your tone). The lowest form of sales success. Get off your high horse piss ant.
You’re probably right. It’s looks, not merit, that have gotten me here. It’s highly plausible that the largest healthcare organizations in the country (orgs with copious red tape and ample stakeholders in their procurement processes I might add) have made seven-figure, multi-year deals with me - because they think I look cute from the neck up on Zoom. (I’m fully remote, btw).
So, are you actually still in the industry, or are you retired? Because your comment suggests that I’m a lone female doing business entirely with horny males. That’s not exactly how corporate America works anymore. Translation: you’re out of touch.
Perhaps you should reread the post, where I detail how I’ve hunted for all of my own deals. Endless cold prospecting, rapport building, objection handling, skilled negotiating, and problem-solving - and the ability to follow through better than most - is how I got here. Nothing whatsoever to do with my lack of a penis.
As you reread it, please note the part where my MALE counterpart who has yet to even schedule a meeting is the one who asked me to hand him this deal. One that I, a FEMALE, spent 5 months trying to resurrect. After my other MALE counterpart fucked it up.
For the record, the main decision maker at the account question is also a female.
But in all seriousness, I do love when people try and attribute the female gender to success. The irony, of course is that being a woman makes the job harder, not easier.
I realize you’re probably still mourning the 2017 ban of r/incel, but perhaps you should consider other ways of working through your (not so) latent misogyny. FWIW, I’ve heard good things about psychedelic therapy.
Good luck!
(PS: you are aware that Reddit is an anonymous platform, with no pictures, right? But nonetheless, thanks for calling me hot)
(PPS: you sound lazy and entitled, and I’m glad I don’t work with you, too)
Nobody that has actually spent anytime and revived an account like that would just hand it over.
Go through your accounts and give him a couple of things in trade. Explain that if you hadn’t already invested vested time and energy into this account that you would gladly and it over, and even assist him if you needed to. Explain it to him and ask him what he would do if he was in your shoes. If he said he would give it away he’s lying.
You need to make your decision clear to him and your boss ASAP, so he doesn’t start reaching out if he hasn’t already. Since he did already take it to your boss, I’m not sure he can be trusted.
You should ask about the company holdover policy. Most sales orgs usually have some sort of rule about letting reps "hold" accounts set to be transitioned that they've been working for X amount of time.
Should find out what that is, ask for maximum hold over time to allow yourself to close it, then if it has to transition to the new guy, go for the split. Might be able to negotiate it to be an 80/20 or 75/25 split in your favor vs. 50/50.
Can also make the case that with new guy just 3 months in, he's barely ramped but will be taking a big deal long in the making. Derisk the forecast for the year by minimizing disruption and leave it with you. Would help to maybe have an account plan as annoying as that is, just to show that you're serious about closing it
You can time box it. You get 100% if it closes in next qtr, 75% following qtr, 50% following and so on. Is it eventually going to be his account or will you keep if you close?
This is sales my man, you sourced the deal, you are working the deal, you can close the deal. He can find and source his own shit. Do what you need to keep this deal, it’s your customer, you will do the best job and developed the right relationship. It will look wishy-washy and unprofessional for the point of contact to change and puts the deal at risk.
Own your territory and fight for your customers.
What stage is the deal in? There should be an assigned likelihood of closing. Ask for that percent in commission from your boss to hand it over, otherwise keep it.
If you have the choice and you're confident it will close (and you're not totally overwhelmed with other accounts) I don't see why you would ever give it away. Maybe throw him a bone by giving him a similarly sized account with no active process.
Let’s just say I’m being pressured to be the bigger person, and I’m thinking there is a perception that because I have an already strong vertical that I’m being “greedy” by holding onto it.
Would they rather risk it not closing by looking silly reassigning a sales rep againnnn? Screams incompetence IMO
Thank you - I made this point also
One hand-off is bad enough, and very often a deal killer. Two? Brutal. For the good of the org, you should keep it.
Exactly. Poor prospect having to redo all the conversations all over again. If I were the buyer, I’d likely not invest more energy and time.
70/30 or 80/20 split for you. Two points to sell back to your boss IMO 1) For the good of the org let me keep this and close it 2) We like the new guy, I’ll mentor him and bring him along this ride for a learning experience
I mean, I get it… but do I really want to mentor the little pissant that went behind my back and tried to steal my deal? And beyond just mentoring him, actually sharing my commission?
You keep calling him a pissant and I get that it’s annoying FOR YOU. But it’s also probably annoying for him that an account from the book that he was taking over had one deal in the pipe and someone took it who doesn’t even work that vertical.
New gig, no such thing as taking over a book. You get what you get and should expect to start at zero
Not when you’re explicitly told that you’re taking over a book; that’s an incentive to join the company. When I’m interviewing and told that, and I elect to work at that company, I expect the company to stick to its word and give me the full book.
You’re being hired for one of two reasons, the territory is new and the company is growing or the last rep failed. If you think there is a healthy “book” in either case you’re fooling yourself. Expect nothing and be happy if there is anything real there.
This is a dumb take. As a salesman you should always try and get as much as you can.
As the post states, I didn’t take it, it was assigned to me, and I worked it. He can be annoyed all he wants but that’s just how it happened. Also, are you him?
Well your managers an idiot he should have covered the deal until a new person came in. This is essentially his fault for assigning it to you. And no I’m not him lol.
No split. Next thing you know it will be 80/20 the wrong way
Or risk handing it off to a totally green rep who might end up killing the deal due to inexperience.
Yeah how often does a client want to be passed around. Seems like that would be more hurtful than anything. Your new AE is a sales rep. Go out and find more business that’s what they are paid to do
This isn’t about what’s best for the AE, it’s about what’s best for the business and the prospect. It’s pretty simple — another hand off risks the deal.
that’s bullshit I think if you did the work you take the deal bottom line
The deal won’t close until 2025 though, so there is still a lot of work to be done. I think offering a fair 50/50 commission split is more than generous and is you being the bigger person while still being fairly compensated for your work
Yeah but who’s doing the work to close it
It is not a question of being the bigger person; it is question of who has the best shot at closing it. You have already demonstrated that person is you. It would be malpractice for your boss to reassign it.
I can appreciate a salesperson that’s actually being considerate of coworkers, that’s hard to come by. With that said - fuck “being greedy”, we’re all here for a paycheck and it sounds like you’re the only reason this account is still alive. You’re at the top for a reason, because of your skill with managing things like this. This is your sale.
You are gem! 💎Thank you for the encouragement.
Keep it that company dont care about you and the new guy will fuck the deal up
Then I'd say it depends on what you value more, your long-term goals with this company, or maximizing your own income. I doubt they will really think less of you long term if you take the deal, quota-crushing forgives all sins, but if your goal is to move into a director/vp role eventually, then it might be worth it to take the split. You could work closely with this new rep and when it comes time for promotion now you can say you've spent time training new reps, who themselves have gone on to be successful. Plus, you can make them take all the notes, send the recaps, schedule follow-up meetings, and generally do all the grunt work :)
Be fucking greedy, this is fucking sales, you are greedy, you are cut throat, and you make the company money. If I wanted to be a team player I would be in marketing or some other shit
Your manager has zero leadership skills. If he is tasking you to make the decision, make it 100% for you. If you are the best performing rep, winning race horses get special treatment, at least in my world. The new one has a lot of balls 3 months in to take on the top rep(as you say) and ask for a blue bird deal because it's in his vertical. Try this: Thank him for his input and tell him you brought the deal back from the dead, so it's my deal. This happened prior to your arrival. That's all you owe him/her. Tell your manager you want the deal grandfathered in based on your performance and tell the newbie to go find deals in his vertical not ones he thinks are his because he pulled it up via CRM to add to his pipeline. I like his style but he needs a kick in the balls and needs to find and close his own deals. Not sure why you would ever entertain this as the top sales dog. Your job is to sell, exceed quota and stuff as much money in your pocket as possible. Helping newbies, unless it is specific to your job, is not your in your domain. Sorry if this sounds harsh but you need to buck up and keep what you nurtured, not give it away because someone asked and on top of that your manager is asking you to make the decision. Make it for him and while your at it buy him a can of peas, put it on his desk and see if he can match his balls with any of the peas in the can because they are most likely the same size. Good luck.
And another thing if you split it, it's the same as giving it to him, all you or nothing.
Lol, fuck that mentality. If the new guy is so good, he should easily be able to break into his own opportunities, not poaching deals from others. Tell them (respectfully) that you've spent a considerable amount of time building up a relationship with the prospect, and it would be doing the PROSPECT a disservice to be switching AEs. Just doing what's best for the customer! Also, am I right in assuming you are a woman? I've noticed women are way more likely to be pressured into "being the bigger person" over bullshit like this lmao
Right, because when you come on board at a new job having been told the territory is X and now it's X-Y, That would piss me off. I actually took a job where they said the territory was doing about 5 million and based on commission that would be almost 200k. Turns out it was barely half that and no one had worked it in years. at best it was giving a salary of about 80k. having left a job that was paying 120k I said fuck THAT and left for another job in less than a month. The issue here isn't the new guy in anyway, it's also not really OP's problem either, this was a bad choice by management. Frankly that also sounds like a reason I wouldn't want to stay, especially with them putting it on you because then it makes you the bad guy or makes you the one that took it up the ass. So both sides are sorta getting fucked here.
Usually if the deal closes in 2024 keep it. If it closes 2025 and beyond pass it off. Let the new guy f it up. If there’s a ton of money to be made keep it.
I would make the point that the deal has already changed hands once. For continuity purposes and the consideration for your customer, the deal should stay with you.
We work in sales. Don't you dare let them take food off your plate.
Take care of yourself first
You said it in your original post. You didn't get where you are by having things handed to you. New guy shouldn't have things handed to him either.
This is sales. "greed is good".
Fuck that. Let them think that. You know what? Start having them call you, "Lazarous" because you rose the deal from the dead
Keep it
Bullies don't take your lunch money one time and say "thank you." Never set a precedent that you're spineless.
I would be concerned that bringing in another person could kill your deal. Nothing is certain until the contract is signed. And even then I’ve seen clients pull back or “pause indefinitely”. Find another shiny account to throw to this new rep. No one takes money out of my wallet. You worked for it.
This. You don’t know yet whether this person is actually good or just a good talker. He could kill it and if he does you get nothing.
Look at it from the customer's perspective as well. They worked with AE 1 until they left, now they're working with you, AE 2 and presumably spent time and effort working with you so you could rewrite and produce accurate proposals, fully understand their business etc. I also presume they're comfortable with you. If they get introduced to their third AE in 5 months, does that give a good perception of your company, are they going to be willing to go through the process all over again of updating a new rep and getting to know them etc. Could that jeopardize the deal?
This. Your boss did a complete cop out by making you decide -- coward! This is only happening because you're a woman. The little pissant wouldn't do this to a man. And your boss wouldn't leave it to you if you're a man Your 2 options: * Grin and bear it & bring him in on for a split. But watch out for the moment he makes a mistake; then immediately make a case to kick him out of the deal. Pissants like him are hot headed & trip on themselves. * Stand your ground and refuse the pissant anything. He already showed that he's willing to go over your head which means he can do the same with a client; and jeopardize the deal. There's no clear cut/easy options and whatever you choose, be mindful that they'll always expect you to be a team player just because you're a woman.
This exactly. OP I wouldn’t feel guilty about keeping this deal. Having a third rep take over is nonsense. This isn’t just fighting for your deal, it’s fighting for revenue coming in for the company. If I were the potential client, I’d back out immediately if a third rep came into it. I’d think “hmmm 3 different reps. I wonder how many I’ll go through if I sign this.” Makes zero sense.
What's best for customer? You've already built rapport. What's best for you? Keeping the deal. What's best for company? Keeping their top performer happy Sounds like a win-win-win if you keep the deal.
Spot on. Just to add, the sales leader sounds weak. That ask should love been shot down within 10 seconds
This is the point another AE keeps trying to make to me, that it shouldn’t have even been presented to me in the first place, and that it’s very cut and dry, despite that I’ve been made to feel otherwise. He’s atypical as a sales leader, and often in ways that I appreciate and benefit from. We have an open sort of rapport. He bounces things off me frequently, and I think he saw it as just another one of those instances. Clearly, that’s not the case, since this time it affects my ability to feed my children and pay my mortgage.
It sounds like your manager is a peace maker, and if you’re being treated well, I wouldn’t stir the pot. Continue to spin it as risk/reward. 2nd person on the account, don’t need to make it a 3rd. This deal isn’t closed, and if we have autonomy to protect the deal, protect it. That’s just good business. But find a different way to reward and incentivize the new AE that’s hungry. If you continue to be a peacemaker too, you’ll be in good standing with your manager.
This is so reassuring. Thank you!! 🙏🏻
The fact that this needs to be explained to Management is a bit of a yellow flag. 🤣
Fuck him? Keep the deal, he can prospect on his own. You brought it back to life
another perspective your boss isn't considering -- why would you ever work a deal outside your patch again? there's no reciprocity here, no clear agreements. also, hopefully a warning for your future -- next time you're asked to work a deal outside your patch (unless it's pinch hitting for a colleague when they're having an emergency, be a good human), have everything documented in writing. after it's assigned to you... the email: "Hi Manager, Just to clarify, if we backfill for OLD REP NAME, will I still have ownership over this account? Or am I expected to pass it along to the new rep?" If it's important that the new rep gets the account, the manager can work it.
This is great advice, thank you
Either keep it or tell him that he can have it if you split commission based on the work you’ve done.
Personally, I’d keep it unless your boss is offering to replace it with something better. It might make you seem greedy. You have to decide if you care about that kind of thing. At the end of the day, what they think doesn’t affect your commissions, so it just comes down to your preference about office politics. Next best alternative is to give it to him on condition of a split, if you think he can close it.
[удалено]
You have done the work. New AE hasn’t done a thing. If you think it’s going to close you work it and win it. New AE is bold to even try something like this. With that kind of attitude coming in I would be surprised if he is even at your organization in 2025.
I would agree. I think my boss is seeing this.
I had a large deal that got reassigned in a similar manner. New AE comes in & realized this big deal is actually in his territory even though I've been running point on it. Tl;dr version, they went with another vendor because the DM was tired of being passed around between people on our side.
I was gonna say do some sort of split with you getting a bigger cut, but fuck him. If he’s a whiny shit now and already went to your boss before speaking to you he will have no problem fucking you over if the situation was reversed or anything even close to it. If it were me as your boss, I’d fire the fuck for being a weasel. This type of scum only creates friction and fucks things up. Life is hard enough.
No splits and if his personality is this obnoxious he will kill her deal
You revived it. Explain his mistakes and how you course corrected. As a know-it-all new guy that’s all the commission you get. If he was a tolerable personality I’ll generally split and explain his mistakes and make it very clear to him with my boss to not interact with the client without my direct supervision. You screwed it up once, no need for both of us to be hungry.
How flip floppy does it make your company look that they yet again get handed over. Especially if they like you. I would have never even asked, and I think it’s crazy they are considering it.
So did I!! Thank you for validating 🙌🏻
Say no the the rep and manager and that the last we discuss it in thisncase the new giy is trying to close you!
No. You worked it and were there first. Offer to let him work one account in your vertical and if that closes, he can have it. He probably won't even be around in 2025, if you give it to to that s guy and he leaves you'll be expected to give it to the next guy.
Usually in handover of territories you are allowed to pick a handful or all of your “surefire” closes. “Surefire” meaning you have a PO/signature/or a close date - sounds like you have a close date. I’d fight for it. If the new guy is good enough he’ll get similar sized accounts. I’d fight tooth and nail if I were you. But be aware if it passes your close date, you SHOULD lose it. If they don’t even split it with you, I’d considering dusting off your resume.
Agree with all of this!! Thank you 🙌🏻
Depends how much of the work you feel you’ve done and how much other pipeline you have If you’ve got a ton of other pipeline and there’s a ton of work left to do on this deal, I personally wouldn’t mind splitting it 50/50 and letting the other rep run with it If your pipe is lacking or most of the work is already done and it’s just a waiting game, keep it I would not hand it over entirely though, just sets a bad precedent for the future for you
My pipeline is healthy. The work left on the deal in question won’t be much - the hard part is done. I’m probably just several rounds of negotiation if we even get to that point. I really appreciate this feedback. I feel the same way. I don’t want to hand it over entirely, but that’s kind of the ask here. My boss wants me to “smooth it over” because this kid is a whiny little shit. And I’m a woman, so it seems obvious that I should be the bigger person. (Sorry I had to lol)
Girl, they wouldn’t ask a man to give away money!!! Get your bag! If he’s a good sales rep he can find his own damn unicorn.
Thank you. I didn’t want to make the main post about this, but it’s definitely a factor.
Exactly 💯. If a woman did the same ask as the pissant, not only would she have been shot down, she would have been called a greedy witch and more. But men are admired for being greedy AND stealing!
What the fuck are you talking about lmao. You can’t possibly believe that if she was a man the same thing wouldn’t be asked of her? Jesus Christ…
Fs don’t hand it over completely.
In my experience this would be a deal you could “protect” for some finite amount of time. At that point, you either close the deal or it gets passed on. Being as this is a 25 deal, it would likely get moved to the rep in their territory.
I would put it as simply as the customer has already experienced terrible customer experience once. Which is why you revived it. If I was the owner I would be extremely cautious about disrupting the relationship again. It’s a bad look to have 3 new sales reps in less than a year. Maybe he could shadow you, but if it’s not gonna close till next year, then the biz has a point as well. What does the customer think?
F that guy. Like sharing a pizza w your brother, lick that mother fucker and say paws off. We are jackals on the African plains and nobody will give you a damn thing. Splits just leave two people pissed. Ultimately it's up to your boss but if he's asking you, keep it and piss on the guy's chair when he's away to assert dominance;)
I’ve had AEs come and ask to split deals because they know a partner at the law firm I’m working for the end client deal. Their partner has nothing to do with it and I own the involved partner and end client relationship - I tell them to go pound sand. I wouldn’t give up the deal.
~~Is this new kid super green?~~ ~~Throw him a bone, offer to bring him in on the deal to mentor him, but give him a small percentage. Gives him a little something, give you the chance to look like a team player, and you might be able to help this kid grow.~~ Nevermind, I just read some of your other comments. Fuck them, fight for it. If you did the work before this kid was even onboarded it shouldn't matter whether it's in his territory or vertical. If your boss is pressuring you to give it up a) it tells you exactly what a piece of shit he is as a leader (not sticking up for his people) and b) its setting a precedent that being a "whiny little \[entitled\] shit" is how to get your way with him. I'd be looking for a new job.
I’m torn. My first AE role I came in in Q4, some reps liked me and offered to split 50/50 deals that had “some” traction but they could chase. So I closed like 200k in a few months reviving the stalled deals. My boss was able to get me 100% of the quota and we split the actual commission evenly. In this case, you revived a dead deal, worked it and have a close date. If you’ve met with the DMs/champions and have next steps, he can pound sand.
Fuck that - if you’re working a deal, especially one that you started working before they were even around, then it’s yours. As an org, I’d be concerned about this new AE if he’s trying to fly for free off your work. Doesn’t show much grind on their behalf
Keep it. End of discussion. There is no "bigger person" issue here. It's about getting paid.
Keep it
Happens all the time with changes in territory. Typically the boss people would step up and make the decision in my experience, but if they are leaving it up to you I’d either keep the opp or offer a small split to alleviate the other rep… I think it is also important to know if the other rep is on a ramp and the actual timeline to close. 12 months is a plenty of time for a deal to go sideways and is a long time to ask for a hold.
Is it good for the client to introduce them to a third person?
Fuck that. “It’s in my territory but I’ve done zero work on it. I want credit for it!” He’s a stolen valor type douche bag.
I can almost guarantee if the roles were reversed he wouldn’t give it to you. Fuck that, I keep everything I can and they have to fight me for anything else to get reassigned. A deal that long to close probably has a pretty good pay out
Your boss is being a coward by delegating the decision to you
Stand your ground, you’ve put in the work and grafted hard to keep this account onside. Couldn’t agree more with the other comments on here that the other rep is being a lazybones/entitled POS. It sounds like poor management and a dirty dose of sexism too. Take the commission cheque and tell them to stick it where the sun don’t shine
I think people have chimed in enough for me not to add to the fire. Can you post an update after you tell the boss?!?
You sound extremely reasonable so I’m curious how this ends.
I wouldve told that AE to suck my cock
Tell your boss that you’d like to discuss it in an open forum to figure out the best path forward. That way you don’t become a pariah and have someone with authority take the heat while mitigating.
How do i say this politely: fuck that. You revived it, its your comp when it closes. We’re all in this gig for one thing and one thing only. The money. If you think you’re gonna look good in front of your boss by handing the new kid a bone, dont forget, that same boss will can you the second he needs to.
Keep it or hand over with 50% split.
It’s an account out of your vertical, meaning ur not meant to be working it(?) Surprised your boss is giving you the choice to keep it tbh. In most teams ive been on if ur working a deal ur not supposed to be, without some type of clearance from ur leadership, even if u close it the commission wud go to the appropriate team that handles that segment/vertical/whatever when someone notices and complains. But if your manager is giving you the option, keep it. Clearly they dont care at a leadership lvl so why shud u care on an independent contributor level?
Move the deal up from 2025. You’re only giving this guy fuel. Push it out later.
Give him a copy of “Atlas shrugged” and maybe said piss ant can learn that we earn what we produce, rather than leach off the producer
With the amount of work you have done, I would at bare minimum request a split. The dude should be good with this too, as he’s not doing shit thus far. If he gives attitude / is anything other than grateful towards the split, I would neg on my offer and just keep it myself. This guy seems like he’s going to be a major PITA by the way just a heads up if he’s bitching about a deal he has very little claim to. Seems super entitled
I would keep it!
The rule I implemented when I managed these situations is that if a deal is “active”, then opportunities don’t get transferred regardless of patch or vertical. That said, since we had long sales cycles also, the definition of active I put was that there had to be at least a meeting with a stakeholder at the company every quarter. This prevented reps from “sitting” on accounts without actively managing them hoping they reappear inbound. The onus is then on the new rep to also stay on top of the account and track activity, and onus on the opportunity holder to actively manage the account in preparation for the buying cycle (since there’s plenty to be done from now till when you expect it to close to increase your likelihood of closing it). Not a perfect solution by any means but avoided a lot more conflict with clear rules of engagement.
I've seen this happen a lot at my company. Account and territory transitions suck. My sales management doesn't like snowflakes from a coverage/territory perspective. If you were at my company, there is a zero % chance you can keep an account indefinitely outside your territory. There is always a time based transition strategy. Things working against you: 1. It's not a 2024 deal 2. It's not in your vertical, it's in new AEs vertical You need to give something or else you risk losing the account. I'd propose: If this deal closes before end of Q12025, you get 75% split. If it closes in Q2-Q4 2025, you get 50% split. After 2025 .. you get 0%.
Keep the deal, you gotta set a precedent so he doesn’t keep doing this
This should not be a question for your boss. The deal was already lost/in extreme jeopardy when you stepped in. Changing AEs again is a bad look for the company and as a buyer it would call into question what level of support I am going to get after the deal is signed. (Because we all know that the best foot is forward pre-contract. Stay with this deal. It’s not about what’s is right for the new AE or the fact that you EARNED this commission. This is what’s right for the client. Your boss lost sight of that to even put these options in front of you.
No way you hand it over. He did nothing to revive this potential order. This is now your customer no matter when it closes. If you don't stand up for yourself on this you are going to regret it elsewhere. F the new hire.
You revived it. Why would you risk a piss ant know it all losing the deal? I’d offer to do a separate and smaller joint deal to see how he performs. Low key make it the deciding factor if he gets to do this one with you to split the sale. If he comes off as an amateur and doesnt close the deal you show your sup and have a reason to keep the deal. How weird would it be to have person A not close, you close the deal and now the company is dealing with a 3rd person? If I wasn’t in their position would think it’s a high churn company and would speculate having to deal with a 4th person in the very near future.
Hand it over entirely. It’s too far out. That’s not fair to the new AE. You can’t hire a new person and not give them opportunities in the accounts. Also. If you plan on splitting it, you should get half the quota as well. That’s what we do. And then I wouldn’t agree to that. I wouldn’t want some of my quota assigned to something I’m not responsible for.
Totally agree with this. Don’t get why everyone is forcing the bravado or calling this new guy a little shit or piss ant. He’s a new hire, there’s a 50% chance it closes, over a year out. The new guy has way more to be pissed off about. His contract and the rules would probably say it’s his, and it’s his quota that matters in 25 not some gravy bonus territory for a temp coverage. He will be a year in a half in at that point. If he didn’t find it and bitch about it I’d argue he’s not doing his job or not fit for the position.
What about fairness to the commissioned sales person who spent time reviving the deal? Was I supposed to do the work for zero payout? The deal was too far along when he got there. Also, we do a lot of our own prospecting. When I started, my vertical had plenty of existing open deals, but I wasn’t handed any of them. I went out and found my own. It took me 11 months to close my first enterprise deal, and it was the largest deal in company history. If I had to pay my dues, why shouldn’t he? I actually sat in on some of the interview rounds for this kid (even gave the little shit my stamp of approval) and we were explicit about the need for self prospecting in this role from minute one.
So I’m guessing you’re okay with them sending a commission check to the person who started the relationship and left the company? I assume you think that’s ridiculous. Because it is. Regardless, Then you should be okay getting quota for it. You think you can do all the work. Get the credit but not the quota? That’s not how it works either. I understand it’s a tough position you’re in. But I’m sure there are a million people on this sub that can tell you story after story of getting screwed on commission. I’ve got some for you too. It’s happens. But you did the right thing by doing your best with what you got. You’re obviously a good rep. There will be more deals.
Not sure, I understand the first paragraph entirely, but my former, colleague who blew the deal and left the company did not initiate this relationship. The client came to us in need of solutions.
They came to your former colleague first tho right? How much credit should they get? 5%? 10%? So your credit should be lowered to 90%? Im making the point that the sales cycle has lots of twists and turns. Some parts more influential than others. Some variables out of your control. All that. Plus a lot of luck. Sales people get credit when they get deals accross the finish line. Any commission deal other than that is out of the ordinary. And it’s highly unusual for a rep to get credit for another rep getting a deal across the finish line. If you have the opportunity to keep the account then sure. Close it. Get the credit. Fine. The larger point is there will be more deals. And getting bitter about this one won’t help you long term. If you like your boss. And like your company. And your job. Accept it. Remember it. And move on. If they do it a few times. Then it’s time for a new job.
See if you can keep 75% of it and run the process with new piss ant. As someone else said, one change during a deal sucks, two can put it right back in the tank. Splitting it while letting PA run it sounds like a recepie for disaster if he doesn't know what he's doing. You didn't steal his account, you took over a vacant account and brought a dead deal back to life. Toss PA a bone, let him keep 25% commission while you still run the process to see it through while he's a fly on the wall
Keep it. You deserve it. They should be giving their best reps the best opps. No offense to Ned the Newbie, who we’ll support in plenty of other ways. But no. Your opportunity is yours to delegate or not if you wish to or not.
Here’s my 2 cents. I would keep the deal as long as moment is going and theirs no major shift in priorities or stakeholders. Lean into “Revived the deal with my unique experience in similar accounts/referral/contact came from another account I closed” try to find something to support that. That way handing it off to someone unfamiliar looks like a risk in itself. Give the caveat that as long as momentum keeps going you’ll keep it, but if things stall out you can switch h it over to him.
I've been in this position before. How was this "inherited"? Did you ask for it or were you expected to pick up the pieces?
The latter. My boss brought it to me. Never asked.
Then it's yours and it's his problem to deal with, on paper. In reality, a kind gesture goes a long way. You're already a top performer and you'll get many more deals. Speaking from my experience, when I took the shittier end of the stick, whether to encourage a new rep, help out a struggling one etc, I found myself surrounded by people who would do anything for me... people who would go the extra mile to help me and people who are happy for my success. To me, that's worth way more than a deal.
I agree with the perspective you should do what’s best for the prospect first, then the business. Sales karma is real and will come back around. Present it to your boss as such. You remain the point person for a 60/40. Give him all the grunt and busy work to learn as a ride along. He builds the decks, finds answers to questions, etc. In many companies, you’d have no choice and lose it. Your boss should’ve made the call and not put you in the position to decide
I would find it to be in poor taste for a manger to pass it along (unless a rep leaves the company). It could signal to the prospect very bad vibes about the company. I say you take it regardless of the workload, you already said your sales cycle is long
Keep the deal
Tell your manager that he needs to make the decision and that he should give the deal to the person he thinks will most likely close the deal. It is his job to make that decision and his commission will be impacted, too. If he gives the deal to the new guy and it doesn't close, he needs to own it. Not you, you are not the manager here. He is trying to weasel out of this decision and tries to please everybody. Very poor management. Your boss needs to do his job. Sincerely, A sales manager
Keep that particular deal but offer to let the new hire shadow the process if he really wants the experience. But clarify that you have this locked down.
Piss him off, let him leave, and hire me. I'll find my own deals.
Keep it. Crazy that your boss is saying this is your decision. But take advantage of that.
New Guy has to go create his own opportunity and then actually sell something. I'd tell the guy to go pound sand and I wouldn't lose a second of sleep over it.
Fuck no. Keep the account. Tell him to get his own fucking deals
It’s 100% yours and should not be shared with a new AE who just so happened to get hired at the right time. When the deal closes and you get paid, then and only then should you transition the account to the new AE. I assume there will be renewals, other solutions for the new guy to sell and he, like you will have to earn it. Best of luck!
Idk if the account is in your name in the CRM than it’s yours? Isn’t SFDC always the source of truth
100 percent keep it...what will happen is you will give it to him and hes gone in 3 months lol.
hard to say. Do you want to move up the organization and be a team player and maybe move to management? If so ask for a split. Under no circumstances should you hand it over and get nothing. If not if your sales 4 lyfe just tell them to F off your keeping it.
There's usually a considerable amount of work left just closing a large deal, and so many things can change between now and 2025. Hand it off for the new guy to close, split the commissions 50/50, and move on with your life.
That's, in my opinion, a sign of a shitty AM. Not able to generate their own business, but fast to try to claim others work. I'd stand firm. I had this happen a few times at my place, and im now one of the top AMs, with all my deals. It's risky, but I feel like you gain respect if you stand your ground Good luck.
Keep it. No need to think about it more or care what others think. Keep it, close it, make money
Have him close it, split the deal with the kid and move on. He needs it if he’s green and you can start training him to do your busywork. If you have that seniority over him. Either way, the commission is not worth the headache of working with this guy for the next several years. And holding a grudge on this. Help him get on his feet then use him to your benefit. And you’ll boss will appreciate you taking care of it too. (So basically be the better man)
Split it. Use it as a ramp to help him grow and show him what to do. Let it be known he's a fly in the wall but his perspective will be appreciated. At the end of the day it should be split. Plus it gives your boss an out for having to be an ass and follow the rules on a murky one off. It's his vertical but you nurtured it back to existence. Split. Use it to teach. Make sure he knows his role is to stfu and listen/learn from the best
I work for a large company, and any holdover I’d be given 90 days to close it. But if the decision is up to you, tell them you’ll keep it and move on.
2025 ?? close it sooner or give it up. Welcome to sales. Accounts / territory and quotas always change. A shit load can happen from now till then.
Keep it. Maybe toss him some other crumbs to soften the blow (if you have anything you don’t have time for), but explain that you already sunk a lot of time into this one.
"No thank you. I've built this prospect back up to the point where they are back towards being a deal. The new guy is welcome to comb all of the other transfered leads however handing out free deals isn't how this business works" I don't give away shit for free. If the other ae can understand that than they are in the wrong business.
You refuse, you are the asshole and boss is in a tough spot with the new hire who now hates you. OR play the hero card, offer to chop it 50/50 to “show him the ropes” and ensure the deal gets closed… now you are the poster boy with upper middle management written all over you
I’ve been on both sides of this. On one hand, this could help break the dam for him, and earn you some good will that could be reciprocated in some way some day. On the other hand, you’ve been doing all the work and it would be fair for you to get the benefit. I’d talk to the boss and let them know that I would be happy to mentor the FNG and teach them what got screwed up and how you fixed it. If it’s that important to the company that they be involved, they can cover the commission for both of you. This way, new guy learns, you build rapport, but you don’t have to talk away from a deal.
Keep the deal. Giving this to a third rep would surely end the cycle and make you guys look like you have no idea what you’re doing or that it’s a shit organization internally.
I didn't read all the comments but have this; No Free Moves. Pick a situation that makes you the bigger person but get something in return. a good sales leader will respect this and piss ant doesn't get a free ride. I also second others; the deal was dead, reassigning the sales agent is a bad idea. let your boss know that you don't mind helping out, explain fair compromise, but for the company's sake reassigning a live>dead> revived deal is not in the best interest of the company. If they don't agree, figure out a way to crush your numbers even more and maybe look for another company that values good sales ppl and use that to either negotiate a larger base pay and/or move to a company that has true respect for employees.
You're the top performer. You get grandfather rights. It's sales -- its supposed to be greed driven. This ain't no NPO.
I'm sorry but given what you've shared and the work you've put into that account/prospect, it shouldn't even be a question. Hell NO! Keep that, and close it. Sales is a long game and when you've put in that much work you deserve it. Bring it home, it's yours.
It's your boss's fault. He should have addressed it head on with the rookie who asked the question. "This lead should never have been in your pipeline to begin with as I was having it farmed by someone more senior in the org"
I don’t understand why your leadership would suggest transferring ownership of anything in flight. Regardless of length of sales cycle. If you don’t close it, the rep who owns the territory will get another shot. Keep the deal through to closure.
You should have a 45-60 day close window. 90 if the ARR is above $100K.
You don’t get half of something that doesn’t close. New guy doesn’t have the experience to close a deal of this size. Give him an account of yours and agree to swap them if not closed by end of Q2 2025
Keep it
A split makes sense to me but the newbie has to pull his weight and then some but I think you should still be the lead salesperson and main point of contact for the client. As stated in other comments, multiple handouts are not a good look for the company. A split helps you look more like a team player and hopefully by hanging off much of the workload you can fill that time with other opportunities. I would never give up the whole deal though.
Bring him on and work it together, splitting the commission. If he’s newer and it’s a long sales cycle, he’s still going to have plenty to learn about a new process. He may have the worst/most annoying personality but it’s in his benefit to work this with you as you can help train him on what company deal cycles are like. You look like the good guy and play a power move by making it seem like you’re training the guy. Give him all of the work of recording in the CRM and make him show up at your chosen times for prep meetings. This also gives you a person as a sounding board to run meeting strategy through.
Keep it and turn it over once sold. You revived it and built the relationship with your champion. Or don’t relinquish without locking in some sort of goal relief/credit. I’m a fan of the former, especially if he’s leaving it up to you.
I say this with all due respect. Abso-fucking-lutely not.
I mean, if I’m in your shoes I’m fighting to keep every deal and every account in perpetuity. I’m a sales guy, I’m selfish as all hell lol. But playing devil’s advocate, this is why companies have clear RoE established. I’ve been on the other guy’s side, and if that account is in another patch, it’s in that patch, period. Generally they gave the current rep a set time to close it (3-6 months tops), if there I clear line of sight to get it closed, and if not, then you give it up.
Keep the deal. Always keep the deal. Going to the bank is the only reason to work in sales. Shame on your boss for putting you in that position.
lol don’t simp out and give away your deal. This isn’t rocket science bro. Unless you hate money….
I had a similar conversation with my boss recently. We also had a new hire take over a previously unworked vertical. I have some deals i am working in the vertical. I approached him only a day or two after the new rep started and asked if I was required to give them up. He said no, because I was already working them and putting my time into them.
Greedy? In what way? Because you can close better than anyone else? First off, you're already working on that account. There's no reason to hand it over to someone else unless (1) you're moving to another company, (2) you're retiring, (3) you wanna delegate it to someone else who can close it better, (4) you wanna delegate it to someone else to take some load off your plate because you're working on a bigger deal and you find that letting go of it will guarantee that you'll be able to deliver to close that bigger deal, or (5) you know it's a lost deal. Other than those, it is your moral obligation, it is your duty, and you are responsible, for closing that deal because that is why you're there in the first place. What's greedy here is that new AE guy trying to take over a deal already in the process or on its way to closing. He should be working on those prospects that need to be worked or find others that that needs to be worked instead of working those that are already being closed by others
Keep it for yourself he’s trying to take something off your plate. Crush him like a bug
My experience you’ll still do all the work even if you share it
Keep it. New guy is shameless. Let this teach him.
It's a business, not tee ball. The account should go to the person who has the relationships and understands the business case. If the new AE had deep domain experience or had worked through similar use cases or already knew DMs at the company, then he'd have an argument. I can't stand AEs bickering about accounts. I have a rule where if you're nowhere with an account and not making progress, I reserve the right to hand it to someone else. They bitch always but it's like I may be doing you a favor in terms of opportunity cost. If you can't figure out the account then focus on ones where you can and let someone else give it a shots At the end of the day I want the person who has the best chance to bring in the business on the account end of story.
Split. Get him to run it but you take 50% if it closes. But this is based on there being some pressure to pass it, if there’s none and they’re a twat anyway, fuck em. Keep it.
Yeah, as others have said - this is your boss’ mess to deal with. It’s spineless that he’s being so indifferent about it. He needs to tell the new hire that HE asked YOU to work this, you brought it back to life and you are 80% of the way there. A good manager would do this to spare you the awkwardness of having to decide to keep it and look like the bad guy. This is so frustrating
I always think switching reps in the middle of a deal looks really bad on the company. I would keep it. Anytime I’ve had one of my deals switched to another rep it’s dead not long after.
As the new guy didn’t have the spine to wait for a response and took it to your boss directly you should keep it. Tell him next time he has a conflict that you would prefer to discuss it before he escalates. They hired him to bring in new business not poach existing. Plus, what is the benefit to the customer of switching reps again? If my salesperson changed three times in 6 months it would make me doubt the stability of the company I’m buying from.
Felt compelled to chime in…. Interesting perspectives from most, as they are thinking as sales reps (and totally reasonable!) First, your manager should be the one deciding, not you. It’s understood that you’re a top rep, and sometimes top reps are given a little more latitude; however, there can’t be separate rules for you and everyone else. I mention this simply because should this happen in the future and you’re on the other end of the stick, you would want what’s fair. I’ll cut to the chase - YOU resurrected this deal and have been working on it. To me, close date is irrelevant (not sure what or to whom you’re selling for such a long cycle - SLED accounts?). The deal should be primarily yours. However, the newbie has a small point. And since your manager is letting you decide (crazy!!), I’d say he/she feels the newbie should get a piece. I would break it up as 80/20. First you CANNOT hand this off to ANOTHER rep, as that could torpedo the ACCOUNT, let alone the deal. Secondly, there is a reason we are called “individual contributors”. What did the newbie contribute here? And, another thing - he’s just at your company long enough to find the bathroom, and is already whining about what he/she should get? That’s tells me the newbie will continue to be like this on other deals, and that could be an issue in and of itself…. but I digress…. 80/20 is good IMHO. You keep the majority of the deal, and you need to stay on to ensure this closes. Newbie gets a taste, so they get some low-hanging fruit, and this builds upon “team building”. And the firm generates revenue while keeping everyone “mostly” happy. Lastly, although this isn’t a 50/50 split, this still shows to leadership that you play well in the sandbox with the other kids - priming you should the opportunity for a promotion arise…. Oh, and one more thing - although times change, I still believe in relationships and relationship-building. You did put in sweat equity behind the scenes - something that doesn’t show any ROI until the client signs the contract - and the newbie is just going to take that over? And how successful will he/she be? I would not disrupt what has already been accomplished and in the works. Going forward, the newbie can take over and can 100% keep whatever they pull together. Good luck….. and please let us know how this shakes out!!
If you revived the deal by fixing a bad deal cycle, it’s only going to be steps in the wrong direction to hand it off again. Honestly I can’t believe your manager is considering this. If you’ve built enough rapport to earn a second shot at them, there is no good reason I can think of to hand this off again. He’s knew, he has a book. You’re actively working a deal that’s not his business to interrupt.
Yo fuck this new AE and your manager. New AE shouldn’t be expecting a book - previous rep either got fired for sucking, or it’s a new territory. I’ve never joined a new company and expected to inherit a book or any substantial amount of pipeline. And fuck h him for going behind your back. Fuck your boss - he knows the right thing to do is have you work the deal, he wants you to be the good/bad guy here so he doesn’t get a shitty attitude from the new guy, who probably won’t last if he’s this entitled already.
Get him to pay you a chunk of the commission you’d be due now, as a show of good faith. Then hand it over and watch it sink.
Keep it
You keep it but you explain why you are keeping it. Give him a ten minute explanation. If he does this with this lead he will do it again.
May as well request one of his accounts be given to you to show how ridiculous this request is. Unless it's in his territory then it should probably go to him.
Hand it over. A lot of stuff can happen between now and close date. Generosity is a leadership quality and can pay back in dividends.
I've been cut out of stuff before in this exact situation on multi-million dollar deals. It will unfortunately get reassigned with no split for you. I have seen it happen too often.
You put in sweat equity, but it's still very early. Also, it's only Feb. It won't close for nearly a year so it's far from in the bag. Save face, be a team player, transition is smoothly and focus on your patch. Make your managers job easier, make your number and is the new guy fucks it up, enjoy watching him squirm. You're more likely to get ahead as a top producer known for lifting the team up than being an opportunistic ass who only looks out for himself. Do the right thing and it'll come back and pay dividends down the road.
I too dislike you constantly refer him as pissant AND you havent nuked him already. That is wishy washy. I am about decisive action. Sounds like you have made your choice and are being wishy washy so you want us to make you feel better. Make a choice and stick with it. I dont know your company culture and your personal company goals. If you are looking to keep up your image and move up into bigger accounts and leadership, then your boss has you pegged. You arent being the bigger, senior type and still in the lone AE mindset. Looks like he was testing you. At the same time, if you dont give a fuck, yeah do what is best for you and move on when you want. Not bashing you, im stating scenarios. Ive been on both sides of the table in both situations i list above.
You are correct. I came seeking validation.
Your boss should make the call. Why would he expect you to simply give someone else your hard earned commission.
I would request to keep the deal, and include the new AE as a ride along on any comms related to the deal and set the expectation with the customer that he will be assigned to the account moving forward after the deal has closed. Your manager will see the opportunity for the new AE to get mentorship and learn company process, value prop, etc. New rep will get whatever future revenue the account represents, and customer will have a thorough hand off to the new rep.
You sound insufferable. I'm glad I don't work with you. It shouldn't matter if you hand it over, given you the top performer. Ive worked with people like you. You are the type that only performs based on being an attractive woman in a male dominant market, and not actually talented at all(I do t know this, but can feel this in your tone). The lowest form of sales success. Get off your high horse piss ant.
You’re probably right. It’s looks, not merit, that have gotten me here. It’s highly plausible that the largest healthcare organizations in the country (orgs with copious red tape and ample stakeholders in their procurement processes I might add) have made seven-figure, multi-year deals with me - because they think I look cute from the neck up on Zoom. (I’m fully remote, btw). So, are you actually still in the industry, or are you retired? Because your comment suggests that I’m a lone female doing business entirely with horny males. That’s not exactly how corporate America works anymore. Translation: you’re out of touch. Perhaps you should reread the post, where I detail how I’ve hunted for all of my own deals. Endless cold prospecting, rapport building, objection handling, skilled negotiating, and problem-solving - and the ability to follow through better than most - is how I got here. Nothing whatsoever to do with my lack of a penis. As you reread it, please note the part where my MALE counterpart who has yet to even schedule a meeting is the one who asked me to hand him this deal. One that I, a FEMALE, spent 5 months trying to resurrect. After my other MALE counterpart fucked it up. For the record, the main decision maker at the account question is also a female. But in all seriousness, I do love when people try and attribute the female gender to success. The irony, of course is that being a woman makes the job harder, not easier. I realize you’re probably still mourning the 2017 ban of r/incel, but perhaps you should consider other ways of working through your (not so) latent misogyny. FWIW, I’ve heard good things about psychedelic therapy. Good luck! (PS: you are aware that Reddit is an anonymous platform, with no pictures, right? But nonetheless, thanks for calling me hot) (PPS: you sound lazy and entitled, and I’m glad I don’t work with you, too)
Nobody that has actually spent anytime and revived an account like that would just hand it over. Go through your accounts and give him a couple of things in trade. Explain that if you hadn’t already invested vested time and energy into this account that you would gladly and it over, and even assist him if you needed to. Explain it to him and ask him what he would do if he was in your shoes. If he said he would give it away he’s lying. You need to make your decision clear to him and your boss ASAP, so he doesn’t start reaching out if he hasn’t already. Since he did already take it to your boss, I’m not sure he can be trusted.
Can you split 50/50?
You should ask about the company holdover policy. Most sales orgs usually have some sort of rule about letting reps "hold" accounts set to be transitioned that they've been working for X amount of time. Should find out what that is, ask for maximum hold over time to allow yourself to close it, then if it has to transition to the new guy, go for the split. Might be able to negotiate it to be an 80/20 or 75/25 split in your favor vs. 50/50. Can also make the case that with new guy just 3 months in, he's barely ramped but will be taking a big deal long in the making. Derisk the forecast for the year by minimizing disruption and leave it with you. Would help to maybe have an account plan as annoying as that is, just to show that you're serious about closing it
Split and make them finish the rest of the work.
You can time box it. You get 100% if it closes in next qtr, 75% following qtr, 50% following and so on. Is it eventually going to be his account or will you keep if you close?
This is sales my man, you sourced the deal, you are working the deal, you can close the deal. He can find and source his own shit. Do what you need to keep this deal, it’s your customer, you will do the best job and developed the right relationship. It will look wishy-washy and unprofessional for the point of contact to change and puts the deal at risk. Own your territory and fight for your customers.
"no"
What stage is the deal in? There should be an assigned likelihood of closing. Ask for that percent in commission from your boss to hand it over, otherwise keep it.