It was the end of quarter.
A salesperson was pushing me very hard to close his deal in a low-value region.
It was a good deal for his region.
But for me, it was the smallest deal I had to close for the quarter.
This salesperson was turning it into my highest maintenance task.
"There is potential for huge growth" but we both knew that it was speculative at this point.
My move was diplomacy and transparency with a hint of impatience: “I will do my best to get to it but I have some things ahead of it now.”
But the salesperson wouldn’t accept that.
That really frustrated me but I understood it 🤔.
He had to push - he was aware that it wasn't my highest priority.
So he needed to advocate for himself.
I also didn't feel good brushing him off.
In the global enterprise tech world, deal sizes vary a lot from region to region.
A $100K deal in one region might be seen as huge, while in another region it’s just average.
But salespeople, no matter where they are, are all working hard to hit their targets.
That $100K deal might mean as much to someone in a smaller market as a $500K deal means in a bigger market.
As attorneys, our job is to serve the company and manage our time effectively.
This can be challenging when you are representing salespeople across different regions, which is common in smaller enterprises.
But for salespeople in “smaller” markets, their commissions and livelihoods matter just as much as those in the bigger markets.
And what may be a small market for the company now, might end up being very profitable down the track. 💼💰
So in the rush of EOQ, take a moment to show some empathy for the smaller deals - they matter too.
We sometimes forget the basics when we are trying to keep our heads above water. Download “10 SaaS Contract Basics SaaS Attorneys Must Know!” Click here to download.