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Compensation Guidelines in a Recessionary Environment

  
  

describe the imageIn today's economic enviroment, reductions in staff (layoffs) are a primary step in satisfying operating budget constraints in many companies. This article addresses the current economic realities and provides alternative compensation guidelines to minimize these reductions, capture market share and exceed companies' profit goals by facilitating retention. It also covers the selective recruiting of desirable talent to achieve these objectives and lay the groundwork for business growth and continued success when the economy recovers. The compensation guidelines provided by this article address the following compensation components: base salary; short-term or annual incentives; and long-term incentives. To read the rest of this article click here.

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Having guided the development of this article and providing primary input on the discussion regarding the compensation of sales people, I can add the following abbreviated relative comments: In preparing for paying sales people in 2012 I would encourage all to ensure that their plan rewards all sales and pays out frequently. The payout should be linked to a base salary to reinforce that component of the pay structure. The incentive payment, if it is a direct deposit, should still be discussed with the immediate supervisor to communicate what support is required to ensure a positive sales result in the following pay period. Quotas are necessary to support the total business plan, but not leveraged. All quotas should add up to the expectation of the group. A significant payment is necessary to reinforce the quota and recognition should be for 100% achievement, and not 99.99% and a good story. The sum of payouts below quota and the quota achievement bonus, when combined with the base salary, should amount to a total pay that is competitive in the market place. It does not need to be generous. The market does not support excess pay. Having, and doing what is expected of the job is key for 2012.
Posted @ Wednesday, June 29, 2011 2:28 PM by Gary Schroeder
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