We’re in the middle of a couple negotiations between our customers and their top sales candidate selection. The companies are smaller and these positions are fairly important within the department so they are not “slotted” pay ranges that are more common in larger companies. Both negotiations have similar topics (salary and commission plans are always prevalent in sales negotiations) but different approaches by the candidates. Call it serendipity, but I came across a timely SalesHQ article titled How To Structure A Negotiation. The author, Jonathan Farrington, provides 3 important steps for any negotiation whether it be for a potential hire or a potential customer: The recommended structure for negotiations is:… Read More
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