The 2026 Compensation Outlook: Navigating the Slight Downshift in Salary Budgets
Compensation budgeting is a dynamic process influenced by various market factors, internal equity considerations, and business objectives. The following analysis, based on data from leading industry sources, provides a detailed outlook for compensation increases in...
Evaluating Base Salary Program Effectiveness: Four Key Questions
Base salary significantly impacts employee motivation, perception of fairness, and long-term retention, and is the company’s largest cost. Its effectiveness is determined by more than market competitive salary ranges; it includes making pay decisions and communicating...
Direct Sales Role Design: Hybrids, Hunters and Farmers
Many sales organizations start out with hybrid sales roles, having one role responsible for new business, expanding business in current accounts and renewals, and maintenance of current accounts. Hybrid roles have different commission rates; higher rates for growing...