To Move or not to move... That is the question.

The other day a friend called me on the way back from a job interview. He was talking to a hot software/technology company that is growing rapidly. The interesting thing is he has been a top performer at his present company for eight years, and was conflicted about the possibility of leaving that firm for a new opportunity. His old firm just got acquired by a giant company and there is a common fear that their once lucrative compensation plans will become less leveraged in the coming year.

So this spawns an interesting question, when is a good time to move to a new company and what factors are critical to making that decision? In this persons' case, he is a top 5% performer and has been since just over ten years ago when we worked together. He builds great client relationships and has a solid work ethic. He is well respected in his current company and is well set for another good year. The big issue is the new company he is talking to is red hot, and there is a very real possibility he can make twice as much money this year and be well set for the future. Back to the question of when is a good time to move, I have always believed that the BEST time to move is when you are on top and have solid numbers and earnings behind you. You command more negotiating leverage on the package, and if the new job doesn't materialize, you are still well positioned with your current employer. Not to say change jobs all the time, but if there are compelling reasons to change, why not? There is a risk/reward decision that needs to be made, but top performers always seem to rise to the top, and I am certain that this individual can be a top performer again in this new organization.

The key factors in my mind revolve around making a decision to move for opportunity rather than out of need. The best interviewers are the salespersons that are on top of the world. They ask very pointed questions and are focused on the benefits of the company and position. They ask about upside and what the top achievers are doing in the new company. In short, they are focused on success and opportunity. Assuming the individual does not have too much turnover, looking at new opportunities once in a while has benefits. If you are on top of the world, you will see it when you compare your position to other companies. If the new opportunity is really hot and you see short and long term financial benefits, that should become glaringly apparent as you go through the interview process.

Outstanding sales professionals have a way of rising to the top and their income is a barometer of success. If they didn't have this burning desire to succeed, they would not do the things that they do to distance themselves from the competition. If the new opportunity has discernable advantages, I recommend moving forward with it. If the individual does not feel there are obvious benefits, staying in their present role is probably the best course of action. One last thought - you can always apply the rocking chair test to the decision. Is this move or stay decision significant enough that you can envision yourself in your rocking chair when you get older reflecting on the decision and recalling it as one of the best decisions you made during your career. If that is the case, the decision to move is undeniable.