Sales VP Secrets: The High Stakes Game of Pushing Boundaries on Comp

Name: Sales VP Secrets: The High Stakes Game of Pushing Boundaries on Comp
Uploaded: 2023-09-26T14:15:06+00:00
Duration: 53 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin warns sales VPs that aggressively demanding high OTE and equity packages can damage your reputation permanently, even if a CEO agrees…

26 Sept 2023 · 1 min

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Jason M. Lemkin warns sales VPs that aggressively demanding high OTE and equity packages can damage your reputation permanently, even if a CEO agrees. Peers will see you as a liability, and you'll lose trust capital that matters far more than the extra money in your next move.

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It's the massive OTE. It's pushing, pushing. Too many VPs of sales push too hard. And when you do, you'll get it in this market. But no one forgets. No one forgets. The leash gets shorter and shorter. Oh, it's not just that. When you ask for the high end of normal, if your CEO loves you like we talked about, you'll get it. Okay? If the CEO loves you. When you push beyond normal, in the old days you wouldn't get it. Today you'll get it, but it will never be forgotten. It will not. There will not be one day your whole career. Now listen, if you build up the next Snowflake, they'll laugh about it. But it won't— you know what? You'll be laughing about it in 10 years because it'll be never— do you want that mark on your back? I actually think most VPs of sales don't want the mark on their back. They don't want to walk in with a target on their back. And so when you look on these online groups and they all tell you to ask for the most and ask for 7% equity with a single trigger and all these and the $10 million thing, they come and they all come with the same checklist they got on a certain online group. We won't name it.