They’re called the rainmakers.
At the same time, you often hear that salespeople are overpaid. Or too coin-operated. How does their pay compare to functional peers throughout the organization? Read on to discover who’s making the money inside your company. As a guide for the conversation, evaluate your compensation approach at a deeper level by downloading our 10th annual workbook, How to Make Your Number in 2017. Turn to page 308 of the PDF.
High Risk, High Rewards
Sales compensation drives revenue growth. It is fueled by two principles: risk-sharing and performance. A comparison of compensation at risk for senior individual contributors shows the relationship between risk and return for sales and non-sales employees. The higher the risk, the higher the reward. Sales professionals take advantage of this relationship.
As you move up the hierarchy of the organization, you’ll find more risk—and higher pay—for performance compensation across non-sales roles at the executive level. A comparison of compensation at risk for top executives shows the relationship between risk and return for sales and non-sales employees. This reflects the intense focus shareholders place on executive compensation, and the desire to align it with shareholders’ interests.
Ultimately, superstar executive sales talent is among the highest- paid in the organization. Large B2B enterprises understand the importance of organic sales growth in creating shareholder value. This means top sales performers are capable of earning over $1 million a year in total cash compensation.
Beating your number is the only way to take advantage of this type of earnings opportunity. Your earnings are on the line, and all that matters are the results that you produce. The company’s value depends on your performance. When you meet or exceed your number, you create the most value for your shareholders. And you will earn the highest cash compensation as a result.
If you need help meeting aggressive revenue growth goals, download SBI’s annual workbook, How to Make Your Number in 2017 … and Every Year Thereafter. Turn to page 18 of the PDF to review the Ideas section on Revenue Growth.
For the last 10 years, our flagship publication has helped top growth leaders create an annual operating plan for the sales and marketing teams, including their compensation plans. Explore emerging best practices that enable executive leadership teams to grow faster than their competitors and their industries. It is the secret for making your number every month, quarter, and year—in a predictable, hassle-free way.