How to Negotiate
Your Device Sales Offer
Base vs commission, sign-on bonus, territory guarantees, car allowance - know what to negotiate, when to push, and when to accept.
Learn to NegotiateNegotiation Reality
Device sales offers are negotiable - but know where you have leverage
Your leverage = How badly they want you + How easily you can be replaced
Negotiate the RIGHT things. Some matter, some don't.
What to Negotiate (Ranked by Leverage)
Base Salary
Medium Leverage$5K-$10K wiggle room
If you have competing offers or strong track record
""Based on my 3 years ortho experience and consistent 120% quota attainment, I was hoping for $95K base instead of $90K.""
Sign-On Bonus
High Leverage$5K-$15K possible
Easiest thing to get. One-time cost to company.
""I'm very interested in the role. Would there be flexibility on a sign-on bonus to help with the transition?""
Commission Structure
Low LeverageUsually non-negotiable (company-wide)
Only if they have multiple tiers
"Don't ask. Accept or walk away."
Territory Assignment
Medium-High LeverageCan often choose between 2-3 open territories
Multiple openings, ask to see territory data
""I'd love to see the account breakdown for both territories before deciding.""
Car Allowance
Low-Medium Leverage$500-$800/month, some flex
If territory requires heavy driving
""Territory is 3 states - would $700/month car allowance be possible instead of $500?""
Guaranteed Draw (First 90 Days)
Medium LeverageCan often get 3-6 month guarantee
Ramping into new territory
""Would you offer a guaranteed draw for first 3 months while I ramp?""
What NOT to Negotiate (Waste of Time)
Vacation Days
Usually company policy, non-negotiable
Ask about flexibility, not more days
Benefits (Health Insurance)
Company-wide, no individual negotiation
Understand what's offered, factor into decision
Quota
Set by territory potential, not negotiable
Ask HOW quota was set, understand realism
Commission %
Same for all reps at your level
Understand accelerators and kickers
Your Leverage by Scenario
You Have Competing Offers
HIGHMention you have other options, ask if they can improve
"I have another offer at $95K base. I prefer your company - is there flexibility to match?"
Strong Track Record (120%+ Quota)
MEDIUM-HIGHUse numbers to justify ask
"I've hit 120-140% quota for 3 straight years. That track record is worth premium comp."
Changing from Pharma to Device
LOWAccept offer, prove yourself, negotiate later
Take the offer. You lack device leverage.
They Recruited You (Not You Applying)
MEDIUM-HIGHThey came to you - they want you specifically
"I appreciate you reaching out. To make the move, I'd need $X."
Entry-Level (No Device Experience)
VERY LOWTake the offer, negotiate after Year 1
You have no leverage. Accept and perform.
Base vs Commission: Where to Focus
base Salary
Somewhat (5-10% wiggle room)
For stability, benefits calculation
$85K-$110K for mid-level
If you have strong track record or competing offer
commission
Rarely (company-wide structure)
Most of your earnings come from here
Uncapped at good companies, 2-4% of revenue
Don't. Ask about accelerators instead.
total Comp
Focus here, not base alone
This is what you actually make
$145K-$200K for experienced reps
Always think OTE (on-target earnings), not just base
Sign-On Bonus (Easiest to Get)
Easiest to negotiate - one-time cost, doesn't affect ongoing budget
$5K-$15K depending on level
""I'm excited about the role. Is there any flexibility on a sign-on bonus?""
""I have another offer with a $10K sign-on. Can you match that?""
""To help with the transition and moving costs, would $7,500 sign-on be possible?""
Ask for earlier first review (6 months instead of 12)
Territory Negotiation (Most Important)
Territory quality = 80% of your success
Questions to Ask
- Current revenue in territory
- Number of active accounts
- Number of inactive accounts (and why)
- Previous rep's tenure (red flag if < 18 months)
- Realistic growth potential
- Competitive landscape (what do they use now)
Red Flags
- 🚩Won't share territory data ("you'll figure it out")
- 🚩Previous rep left after 6 months
- 🚩Multiple reps failed in territory
- 🚩Unclear why territory is open
""I'd love to review account data for both Denver and Phoenix territories before choosing.""
5-Step Negotiation Timeline
1. Get Verbal Offer
Let them make first offer
Never give number first. Let them anchor.
"What's the compensation range for this role?"
2. Don't Accept Immediately
Ask for 24-48 hours to review
Desperation kills leverage. Show you're thoughtful.
"This looks great. Let me review everything and get back to you tomorrow."
3. Decide What to Ask For
Pick 1-2 things to negotiate
Don't nickel and dime. Focus on what matters.
Base + sign-on OR territory + draw guarantee
4. Make Your Ask
Be direct, respectful, justify with data
Professional negotiation strengthens relationship.
"Based on my track record, I was hoping for $95K base and $10K sign-on."
5. Accept or Walk
Don't keep going back and forth
One counter = professional. Three counters = annoying.
If they meet you halfway, take it. If no movement, decide.
6 Mistakes to Avoid
Asking for Everything
Looks greedy. Pick your battles.
Focus on 1-2 high-impact items (base + sign-on)
Giving Salary Requirement First
Anchors you low or prices you out
"What's the range for this role?" Make them go first.
Negotiating Over Email
Tone gets lost, harder to build rapport
Phone call or video. Harder to say no to a person.
Making It Personal
"I need" is weaker than "I bring"
Justify with value, not personal circumstances
Threatening to Walk (When You Won't)
Bluff gets called, you lose credibility
Only say it if you mean it
Not Getting It in Writing
Verbal promises disappear
Everything negotiated goes in offer letter
Real Example: Successful Negotiation
Orthopedic Device Sales Rep - Atlanta
Initial Offer
Your Ask
3 years ortho experience, 125% avg quota, Presidents Club 2x
Their Counter
Accept. You got $10K more ($2.5K base × 1 year + $7.5K sign-on). Win.
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