As a result of downsizing to drop more profit to the bottom line, mergers and acquisitions, and the “lean and mean” corporate mentality of the last decade, most people have come to realize that the “employment contract” has changed. Previously, employers were expected to provide long-term employment and an opportunity for growth, and employees were expected to provide loyalty. Currently, people are responsible for managing their own careers. Marketing and sales talent, like other professionals, no longer depend on their company to assure their ongoing employment and security.

Companies react to a resignation in different ways. If the company you are joining is a competitor, and your present company heavily relies on your sales talent and work, as in the case of many privately held companies, the reaction to you leaving may be hostility followed by dismissal.

In today’s business climate, however, you should expect to get a counteroffer. You should be disappointed if you do not get one. It is often difficult to resist a counteroffer. This is especially true if you are making a move to enhance your career, rather than to move away from an undesirable situation. It is not unusual to feel guilty and concerned about leaving your “friends.”

Companies know this and will take advantage of it. It is often cheaper to make a counteroffer than hire and train someone new, especially when it may cost the company more money to hire an experienced new person than it would to give you an unplanned raise and keep you. After all, you are a known entity.