What’s up, everyone! 👋🏻

One of the most powerful things you can do for your career as a sales leader? Know exactly what you’re worth — and negotiate to get it.

But let me be clear: negotiating for a better role or a raise isn’t just about asking for more money. It’s about understanding your priorities, gathering data, and positioning yourself to maximize the opportunities in front of you. Whether you want to level up or simply make sure you’re being compensated fairly, the process starts with one thing:

Clarity.

Here’s how to take control and navigate the job market like a true pro:

1. What Are You Optimizing For?

Before you go to negotiate, take a step back. What matters most to you? Is it a higher title? A bigger impact? Financial gain?

When you’re clear on your priorities, you’ll be more confident in your negotiations.

Reflection Exercise: Write down your top 2-3 priorities for this next phase of your career. Whether it’s salary, equity, or career progression, having a clear idea of what you want will guide your whole strategy.

2. Research Benchmarks; Know Your Worth

You can’t negotiate effectively unless you know the real numbers.

Use data to back up your asks, whether that means looking at salary guides, comp reports, or talking to people in your network, whatever you do? Have up-to-date market insights ready.

Resources to get you started:

• ‍REPVUE Salary Guide for Sales: Know Your Worth in 2024
• ‍Pavilion’s 2024 B2B Comp Benchmark Report
• Paysa, Levels.fyi, and Salesforce's 2024 State of Sales Report

Scott’s tip: Know your numbers and back them up with real data. The more precise you are, the better.

Exercise: Compile the numbers you need — from base salary to commission to equity. This will give you ammunition to back up your ask.

3. Go to Your Network!

Your network isn’t just for finding the next job — it’s for getting the inside track on what roles and offers are out there, and more importantly, what real pay looks like.

You should be tapping into your network regularly for feedback. Ask mentors, industry peers, trusted advisors, whoever. The more intel you gather, the better position you’ll be in to negotiate.

Scott’s tip: Networking isn’t just a nice to have — it’s essential to getting offers you deserve. Be relentless about it.

4. Assess Your Current Leverage

If you’re crushing it work right now (you just hit a big deal or are consistently overachieving quota) use that as leverage! When you’re performing at your best, your bargaining power is at its peak.

Below quota? You still have options — just make sure you can spin your experience in a way that highlights your value and potential.

Scott’s Script: “Right now, I’m at X% of my goal and recently closed deals with [client names.] This momentum has me in a strong position for a competitive offer.”

5. Work the Job Search Like a Pipeline

Treat your job search like a sales pipeline. Focus on volume and keep your options open. Apply to multiple companies at once, so you’re never in a position where you’re desperate for one offer.

Fun fact: On a Thursday Night Sales call once, I said you should be “collecting paper” and someone sent me a “Collect Paper” trucker hat. But I didn’t mean collect dollars, I mean collect offers. Stack up your options and treat the job hunt like a sales process.

Scott's tip: Use a CRM (a simple spreadsheet, Trello, Asana…) to track the status of each application. Organization and proactivity are key.

Remember, your career is your most valuable asset. Don’t settle for less than what you deserve, stay clear on your priorities, arm yourself with data, leverage your network, and set yourself up for the compensation you deserve.

The best opportunities don’t wait for you to catch up — they’re won by those who are prepared to lead the charge.

— SL

P.S. Need help navigating your next big negotiation or career move? Hit reply and let me know. That’s what I’m here for – to help you maximize your potential.