I am a sales rep and have worked extremely hard to build a large book of business. Every year upper management seems to find a way to cut commissions and make my hard work, worth less. Is this common? It’s pretty draining to work harder and get paid less year over year even though you’re typically getting more business. I don’t feel valued. Do more for less? Any other great sales companies/ industries that people are happy with and compensated accordingly? Preferably uncapped commissions

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Logistics is probably a tough one at the moment.

Have you considered a move into tech?

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Get yourself on glassdoor and take a look at who's hiring in Chicago. You can easily make more than 350K as a top performer selling SaaS to enterprises.

I don't know much about that region so couldn't advise personally.

I hope you find what you're looking for

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Welcome to sales, bud. I’ve seen reps outperform and end up getting paid more than some of the C-Suite, which never sits well. Problem is if you leave, you need to start over somewhere else.

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Think long and hard about what’s more important to you. I left a role, flying high and making bank, but I hated it. I jumped to a new gig and my income dropped 50% that first year until I built up a new book of business. Long term it was the right move, as I love the new gig, but that nosedive in income was tough to swallow. Good luck with your decision

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AE i work with use to be at CH Robinson. We are a VAR/MSP but a lot of the skills transfer over. Hell I use to be a fleet manager for JBH and now i'm an AE in tech. You can easily do a Saas company or even an MSP.

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CH Robinson and 3PL are notorious for the churn and burn. Move to tech sales ASAP

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Which companies do you suggest? I will start to look into them. Yeah it is churn and burn but I figured I would be getting more respect now that I’ve been with them for a considerable amount of time and have brought in so much business.

How hard do you push back when those cuts are made?

Wow, this is a great conversation. I'll add my two cents, but that is all mu opinon is probably worth.

First, I view sales as a performance professional, much like professional athletes. If another organization will pay you more for your efforts and appreciate you more I would look in to that group. I'm a loyal dog, but you got to stratch my ear every now and then if you want me to stay on the front porch.

Next, if I remember correctly CH Robison is a 3rd freight company. If I am correct I do have some expirence with using that industries services. You are correct in thinking that I attached my business to a sales rep over a company. I bounced from Saia, Conway, and others simply by how the sales rep treated us. I am sure some of your accounts will transition with you.

Finally, my understanding is that the logistics industry as a whole is having challenges with stable business production given the COVID disruptions. If I had to guess your commissions might be the place the accounts choose to save money.

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If you are irreplaceable they will move you into management… if not, best to move

Uncapped commission is the biggest lie in sales. There are so many things that cap your commissions.

There are four things that control your pay as a sales rep: lead flow, price of product/service, commission structure, and closing percentage.

These four things can be income MULTIPLIERS, or can be income DIVIDERS.

So I would identify what income you are wanting to make specifically, then identifying what businesses will allow you to make the income you want based on if those four indicators make the math possible!

There are thousands of companies within different industries that can allow opportunities for that.

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