Chapter 15High Base Salary

Matt met Randy at a tradeshow where each of their employers had a booth. Matt was the sales manager for an “up and coming” company. Randy worked as a sales rep for their larger, well-known competitor. Matt introduced himself to other reps whenever he could. He felt more comfortable recruiting sales reps through networking, not ads or recruiters.

As they chatted during a break, Matt sensed Randy wasn’t happy with his current employer. He mentioned issues like smaller territories and lower commissions. A new VP of sales had been hired, he added, and was putting all the reps through sales training. Randy didn’t care for the methodology.

When Matt asked if he’d be interested in discussing the open sales position at his ...

Get The Sales Leader's Problem Solver now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.