{"id":164,"date":"2006-07-12T16:51:37","date_gmt":"2006-07-12T21:51:37","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=164"},"modified":"2006-07-12T16:52:34","modified_gmt":"2006-07-12T21:52:34","slug":"yearn-vs-earn","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2006\/07\/yearn-vs-earn\/","title":{"rendered":"Yearn vs. Earn"},"content":{"rendered":"<p>CareerJournal.com has this attention-grabbing article &#8211; <a href=\"http:\/\/www.careerjournal.com\/salaryhiring\/negotiate\/20060712-badal.html?mod=RSS_Career_Journal&#038;cjrss=frontpage\" target=\"_blank\">Getting a Raise From the Boss<\/a>. I opened that one immediately. Then, I read this:<\/p>\n<blockquote><p>Complicating matters for working stiffs: <em>Employers increasingly are doling out money based on performance<\/em>, instead of giving out across-the-board raises that were more common back in the 1990s. This year, for instance, bonuses will account for 11% of payroll, Hewitt estimates, up from only 4% in 1990. <\/p><\/blockquote>\n<p>I emphasized that one part since this is a pet peeve of mine. Performance-based incentive should be the norm for all positions within a company. Almost all sales plans contain a form of variable compensation based on success. In &#8220;working stiff&#8221; terms, you eat what you kill.<\/p>\n<p>Compensation is a tricky topic that seems to swing (to some degree) based on the unemployment numbers. Unemployment is low, good workers are in demand and employees know it. Fair enough. I believe this trend is going to continue as the boomers exit which will decrease the supply side of the hiring equation. Naturally, demand will increase and so will compensation.<\/p>\n<p>However, the best piece of advice is found in the last sentence of the article:<\/p>\n<blockquote><p>&#8220;The best way to get a great raise is to do a great job,&#8221; Ms. Watson says.<\/p><\/blockquote>\n<p>All compensation discussions pivot on that most crucial point. No spreadsheet, calculator or forecast can match the power of remarkable success in the position.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>CareerJournal.com has this attention-grabbing article &#8211; 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 year, for instance, bonuses will account for 11% of payroll, Hewitt estimates, up from only 4% in 1990. I emphasized that one part since this is a pet peeve of mine. Performance-based incentive should be the norm for all positions within a company. Almost all sales plans contain a form of variable compensation based on success. In &#8220;working stiff&#8221; terms,&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2006\/07\/yearn-vs-earn\/\">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":[2,4,11,5],"tags":[],"class_list":["post-164","post","type-post","status-publish","format-standard","hentry","category-hiring","category-sales-management","category-team-management","category-trends"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-2E","jetpack-related-posts":[{"id":1676,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/07\/compensation-consternation\/","url_meta":{"origin":164,"position":0},"title":"Compensation Consternation","author":"Derrick Moe","date":"July 25, 2008","format":false,"excerpt":"I know, lame title, but I couldn't resist. ManageSmarter.com offers up this article - Compensation Complexity Hinders Sales - regarding current compensation plans.\u00a0 Here are some numbers they quote within the article (my editing): Only 41% of sales leaders were satisfied with their current compensation plans (down from 59% two\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":152,"url":"https:\/\/selectmetrix.com\/blogs\/2006\/07\/sales-compensation-plans\/","url_meta":{"origin":164,"position":1},"title":"Sales Compensation Plans","author":"Derrick Moe","date":"July 5, 2006","format":false,"excerpt":"Sales&Marketing Management has a topical email newsletter that hits on some common issues. There is no link to their email so I'll post the entire message here (emphasis mine): Sales force productivity remains a big problem for many executives. According to a one survey of executives at 67 companies across\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":816,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/04\/retention-bad-moves-and-a-good-move\/","url_meta":{"origin":164,"position":2},"title":"Retention &#8211; Bad Moves And A Good Move","author":"Mike Cardinal","date":"April 11, 2007","format":false,"excerpt":"If you have noticed in our posts, we are paying more and more attention to retention. (say that 10 times fast!) The employment market clearly indicates that it's a hot topic. Over the years, two compensation moves really set off the negative alarms in my mind. They also made me,\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":802,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-manager-compensation-for-retention\/","url_meta":{"origin":164,"position":3},"title":"Sales Manager Compensation for Retention?","author":"Mike Cardinal","date":"April 4, 2007","format":false,"excerpt":"A recent conversation brought to mind the responsibility of sales management for the development of both existing and new sales people. Why? Retention. As the employment market has shifted to an \"employee market\" - at least for talented sales professionals - sales management needs to make plans to retain sales\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1328,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/12\/compensation-keep-it-simple\/","url_meta":{"origin":164,"position":4},"title":"Compensation &#8211; Keep It Simple","author":"Derrick Moe","date":"December 10, 2007","format":false,"excerpt":"Every year we find December to be a fertile time for sourcing salespeople.\u00a0 One of the biggest reasons - the upcoming year's compensation plan.\u00a0 More specifically, new commission plans tied to new quotas.\u00a0 The salespeople receive the new plan and are, well, disgruntled.\u00a0 Or ticked off. Good salespeople tend to\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":282,"url":"https:\/\/selectmetrix.com\/blogs\/2006\/09\/performance-based-compensation\/","url_meta":{"origin":164,"position":5},"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":"https:\/\/selectmetrix.com\/blogs\/category\/team-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/164","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=164"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/164\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=164"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=164"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=164"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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