New to the Solutions Architect world and just had a month where I didn’t get my commission paid out. Definitely understanding the concept of OTE.

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Welcome to the party. Couple items of note…

1. This is why it’s really important to negotiate your base salary going into the opportunity. You live off your base - your commissions are gravy.

2. Don’t get comfortable. Yes, months like this happen AND you have to look in the mirror and ask yourself, “What could I have done better or different?” Are you hitting the marks? Setting your sales guy up to close or discuss next steps? Creating independent relationships with your technical prospects? Are you leveraging your LinkedIn network to create opportunities? How is your demo game - are you showing your prospects value with each and every call? During POCs, do you have an established high touch check in cadence?

3. Have you worked on your communication skills? When is the last time you recorded a demo just for you? Did you watch it without video? Have you eliminated all of the umas and ahhhs? Are you controlling your inflections? Have you watched video only? What does your body language say? How is your lighting?


4. Are you telling stories? Humans developed speech 1.5M years ago. They began telling stories 30,000 years ago. PowerPoint is 37 years old. Enroll your sales person to stop relying on PPT and tell stories. Tell stories in a way that create dopamine and oxytocin in your prospects minds.

5. You are in a pair selling model - this ain’t Batman and Robin - this is Batman and Superman. And you are Batman cuz you have the toolbelt. Prior to every prospect interaction, are you and your sales guy getting together so you are ok the same page? Do you have a defined goal for the call even if it’s just to get to the next call? Do you and your sales person BAMFAM to keep the opp moving? (Book a meeting from a meeting?)

likesmarthelpful

Wow such a genuine response. Thank you so much this was valuable!

I haven’t received my full OTE after being in this role for a full year lol

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