Top sales executives are among the highest-paid in the organization, with compensation tied to the topline growth they drive.

How to Make Your Number in 2016 Workbook

 

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.

 

Who Is Making Money
Executive Compensation

 

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.

 

Who Is Making Money 

 

Earnings Opportunity

 

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.

 

Growth Accelerator 

 

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. 

 

 

Make Your Number in 2017 - Special Strategic Planning Issue

Discover who’s making money inside your company using our 10th annual workbook.

ABOUT THE AUTHOR

Bill Turner

Works with clients to turn vision into strategy, strategy into executable roadmaps, and roadmaps into measurable results.

Bill joined SBI as a Senior Consultant to advance his practice as a sales & marketing effectiveness catalyst. In addition to his natural passion and creativity, he brings decades of experience in driving B2B sales performance, operational excellence, and the effective use of business intelligence and information technology in pursuit of productivity and profit.

 

In particular, Bill excels at facilitating the efforts of global and/or cross functional initiatives, always ensuring that the whole is greater than the sum of its parts. Applying the breadth of his expertise across multiple disciplines and cultures, he enables his clients to envision, design, and realize new and improved business models and processes.

 

He has a passionate commitment to ongoing professional education and is grateful to have learned from numerous mentors and business partners who he considers the source of his skills and expertise.

 

His diverse experience includes:

  • Large scale program management
  • High technology companies
  • Sales operations
  • Sales compensation
  • Financial reporting and analysis
  • Business analysis and process optimization
  • Systems design and implementation
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