{"id":1135,"date":"2007-08-16T10:01:28","date_gmt":"2007-08-16T15:01:28","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/raises-for-results\/"},"modified":"2007-08-16T10:01:29","modified_gmt":"2007-08-16T15:01:29","slug":"raises-for-results","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/raises-for-results\/","title":{"rendered":"Raises For Results"},"content":{"rendered":"<p>This CareerJournal.com article can only be categorized as good news &#8211; <a href=\"http:\/\/www.careerjournal.com\/salaryhiring\/hotissues\/20070816-avila.html?mod=RSS_Career_Journal&amp;cjrss=frontpage\" target=\"_blank\">More Employers Are Basing Raises, Bonuses on Results<\/a>.&nbsp; Of course, none of this is surprising for salespeople since the vast majority are compensated based on their successful selling.&nbsp; For other positions, this may be a bit of a surprise:<\/p>\n<blockquote>\n<p>Employers have turned to tying pay to performance to shore up costs and to try to retain their best workers. &#8220;There is a limited amount of money that people have, and they are trying to get a better return on those compensation dollars,&#8221; says Steve Gross, Mercer&#8217;s global-reward practice leader.<\/p>\n<\/blockquote>\n<p>I am a passionate proponent of merit-based pay structures and raises.&nbsp; I was drawn to sales due to the fact that you could increase your pay by simply performing.&nbsp; What a fantastic idea!&nbsp; Of course, the financial guys hit the nail on the head in terms of why companies are drawn to this approach:<\/p>\n<blockquote>\n<p>For one thing, he says, &#8220;companies like to move away from fixed costs to variable costs.&#8221;<\/p>\n<\/blockquote>\n<p>One caveat we often encounter is financial team members who look at a high-performing salesperson&#8217;s commission with a skeptical eye.&nbsp; This approach is reprehensible to me.&nbsp; The assumption becomes that the revenue would be coming in whether the salesperson was on the account or not.&nbsp; That belief then leads to the salesperson being viewed as an expense and their commission plan gets tweaked.<\/p>\n<p>Big mistake.&nbsp; The salesperson will have their resume on the street that evening.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This CareerJournal.com article can only be categorized as good news &#8211; More Employers Are Basing Raises, Bonuses on Results.&nbsp; Of course, none of this is surprising for salespeople since the vast majority are compensated based on their successful selling.&nbsp; For other positions, this may be a bit of a surprise: Employers have turned to tying pay to performance to shore up costs and to try to retain their best workers. &#8220;There is a limited amount of money that people have, and they are trying to get a better return on those compensation dollars,&#8221; says Steve Gross, Mercer&#8217;s global-reward practice leader. I am a passionate proponent of merit-based pay structures and&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/08\/raises-for-results\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[20,5],"tags":[],"class_list":["post-1135","post","type-post","status-publish","format-standard","hentry","category-compensation","category-trends"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ij","jetpack-related-posts":[{"id":282,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/performance-based-compensation\/","url_meta":{"origin":1135,"position":0},"title":"Performance-Based Compensation","author":"Derrick Moe","date":"September 6, 2006","format":false,"excerpt":"As a lifelong salesperson, I have always contended that all employees should be on some variable, performance-based pay. This article from CareerJournal indicates that a trend is forming in this direction. Employers are making employees work harder for their money.Most workers will receive modest raises this year and next, as\u2026","rel":"","context":"In &quot;Team Management&quot;","block_context":{"text":"Team Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/team-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1127,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/scarcity-of-quality-sales-candidates\/","url_meta":{"origin":1135,"position":1},"title":"Scarcity Of Quality Sales Candidates","author":"Derrick Moe","date":"August 13, 2007","format":false,"excerpt":"No surprises here from the ManageSmarter.com article - Roundin' Up Reps. Our clients often ask us what the employment market is like right now. For most of this year we have been telling them it is a candidate's market right now. Some seem surprised while others seem to be familiar\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2486,"url":"http:\/\/selectmetrix.com\/blogs\/2011\/05\/candidates-are-negotiating-pay\/","url_meta":{"origin":1135,"position":2},"title":"Candidates Are Negotiating Pay","author":"Derrick Moe","date":"May 26, 2011","format":false,"excerpt":"I can attest to the findings referenced in this Manpower survey: Just last week, ManpowerGroup released the results of its sixth-annual Talent Shortage Survey. The survey included almost 40,000 employers across 39 countries and territories. Globally, 34 percent of employers say they are having difficulty filling positions. The three most\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":158,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/discussing-pay-range-in-the-hiring-process\/","url_meta":{"origin":1135,"position":3},"title":"Discussing Pay Range in the Hiring Process","author":"Derrick Moe","date":"July 10, 2006","format":false,"excerpt":"CareerJournal.com has a dated article regarding compensation titled When to Disclose Pay To a Prospective Boss. This is an important topic for hiring strong salespeople. There are many salespeople who have tremendous difficulty discussing money with prospects. Their weakness leads them to spending inordinate amounts of time with \"prospects\" that\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":36,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/in-support-of-assessments\/","url_meta":{"origin":1135,"position":4},"title":"In Support of Assessments","author":"Derrick Moe","date":"May 18, 2006","format":false,"excerpt":"I read Perfect Score = Perfect Job? a few days ago on Forbes.com and am catching up to comment on it now. It is a good read with many excellent points in support of assessments. I previously posted about an article that discussed the ability of candidates to refuse to\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":164,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/yearn-vs-earn\/","url_meta":{"origin":1135,"position":5},"title":"Yearn vs. Earn","author":"Derrick Moe","date":"July 12, 2006","format":false,"excerpt":"CareerJournal.com has this attention-grabbing article - Getting a Raise From the Boss. I opened that one immediately. Then, I read this: Complicating matters for working stiffs: Employers increasingly are doling out money based on performance, instead of giving out across-the-board raises that were more common back in the 1990s. This\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1135","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1135"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1135\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1135"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1135"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1135"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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