Help! My Boss Reassigned My Biggest Account
What are my options when my sales manager screws me out of my commission? That's the question from this Sales Machine reader. Here's his story, followed by my advice.
Approximately a year ago, I contacted a large former customer, took the guy to lunch, and then signed him up. After a couple of small transactions, the account laid dormant. However, I kept in touch with my contact, and built a long-term relationship.Happy to oblige. Here's what I think you should do. I think you should admit that you weren't the original "hunter" for the account and therefore you don't deserve FULL credit for the new revenue. The reason I say this is that I'm not entirely sure what "former customer" means as opposed to "laid dormant."Recently, that customer brokered a huge deal, netting our company a healthy, steady stream of income, which would have turned my entire year around. Two weeks ago, boss informs me the company would be "reassigning" this account, due to the fact I didn't personally cultivate the original relationship.
I have maintained the local relationship for an entire year with no qualms. But once the account starts to generate ridiculous amounts of revenue, it gets taken away from me one week before the close of Q2. This is significant, since this account put me in the bonus for the first time in over a year.
I have meticulous records detailing my activity, including the original contract with this customer, who I have a great relationship with. Do I have any recourse in case I decide to leave this company? I'm ready to explore other opportunities. Any advice would be greatly appreciated!
However, there is no question that were the "farmer" who kept the account alive, and cultivated the relationship, with full awareness that it might grow. As such, you deserve a percentage (say 50%) of the credit for the account. I would try to make this case to your management.
If they don't agree, then you know that they're just being cheap or (worse) they simply don't have the money to pay you. (Your email also explained that your division is financially strapped.) In this case, you should consider resigning. I doubt whether you have any legal recourse.
UPDATED BELOW (7/12):
When I originally posted this, I thought it might be an alternative to try to move the account (and your job) to a competitor. My logic was that, by screwing you, your firm is proving that they can't be trusted and will almost undoubtedly screw the customer, too.
What's more, if a firm can't pay its sales reps, then it's probably going to fold anyway, leaving the customer high and dry when they need your product to grow. The way I saw it at the time, your higher duty is to the customer, not to your employer, who (by their actions) have lost the right to expect you to advance their interests.
But, as Sales Machine reader "cdesousa" points out in a comment below, trying to move an account to a competitor kills your credibility. After all, if you didn't think that the product you're selling now is the best, why were you selling it?
Fortunately, cdesousa provided an elegant solution to the problem. Go to the customer, explain what's happening and why you think it's unfair. If you truly have been providing good service and have built a relationship, there's a good chance that the customer will insist that you remain on the account.
HUGE vote of thanks to cdesousa for sharing the benefits of his experience. Yet more proof (as if we needed it) that Sales Machine readers are far smarter and savvy about selling than I can ever hope to be.
READERS: Any other suggestions?
RELATED POSTS: