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Base pay
Should base pay for sales people be the same for everyone in the role, or should there be a range?
Not managing base is a relatively common practice.. It’s not a best practice in my opinion, but it’s not unusual. There’s a philosophy that says, “Make your own raise – sell more.”
Reducing base to bring one sales person into alignment with the rest of the team
We have one sales rep who was brought in to sell into a different market with a base pay level that is much higher than that of the rest of the team. We have changed our emphasis and he is now selling the same products and in the same role as his 9 peers, but at a higher base. How do we correct his base pay?
How to handle compensating Territory Sales Managers who have additional responsibility to coach and train new hires or under-performers.
First of all, you are wise to avoid adding permanently to the base salary in recognition of a transient responsibility. My suggestion is to provide a separate incentive compensation opportunity…