RESOURCES

Executive Compensation

Q: How do we benchmark executive pay? 
A: Benchmarking executive pay in a midmarket/private company starts with defining the roles in scope (CEO, President/GM, CFO, CRO/Head of Sales, COO, etc.), then building a practical peer set based on industry, revenue/EBITDA size, complexity, and geography. We typically compare total direct compensation (base + annual incentive + long-term value/equity where applicable) and translate the results into decision-ready ranges and positioning guidance (e.g., target market, above-market for scarce roles, or staged movement over 12–24 months). For private organizations, benchmarking often also considers ownership structure, growth stage, and retention risk.

Q: How should we design executive incentives? 
A: For midmarket leaders, incentives work best when they’re simple, measurable, and tied to what leadership can influence. We usually define (1) eligibility and plan participation, (2) target opportunity levels by role, (3) a small set of metrics (often 2-4) aligned to strategy, (4) payout curves (threshold/target/max), and (5) governance rules for consistency. In private companies, incentives frequently blend financial outcomes (EBITDA, revenue, cash flow) with strategic milestones (new markets, operational scale, customer retention, talent build). The goal: motivate performance without creating administrative burden or “black box” decisions.

Q: How do we structure equity compensation?
A: Midmarket/private companies often use long-term incentives to support retention and align leaders to growth. Depending on ownership and legal structure, this might include true equity, profit interests, phantom equity, or other long-term value plans. Key decisions include eligibility, grant sizing, vesting, performance conditions (if any), and treatment upon termination or sale. We also design clear documentation, so leaders understand value, vesting, and outcomes; especially important in private settings where liquidity events are less frequent. 

Q: What support do Boards and leadership teams need for executive pay decisions?
A: Midmarket boards and owners typically want materials that are clear, defensible, and fast to act on: market context, pay positioning, risk considerations, and a recommendation that fits budget and retention needs. Support often includes governance guardrails (approval authority, exception rules), decision templates, and documentation that stands up over time without adding unnecessary bureaucracy. For founder-led or owner-led companies, we also help translate strategy into a consistent pay philosophy that reduces ad hoc decisions. 

Q: How do we handle executive pay communication and documentation?
A: Private companies benefit from a straightforward pay story: what pay is intended to do, how incentives are earned, and how outcomes connect to results. Good documentation includes plan summaries, performance measure definitions, and “what happens if…” scenarios (role change, leave, termination, sale). Clear communication reduces misunderstandings, improves trust, and makes leadership pay decisions easier to repeat year over year. 

Q: How do we address retention, succession, and leadership transitions? 
A: Retention and transition planning requires targeted tools: retention bonuses, sign-on structures, transition arrangements, and succession. The focus is typically on protecting critical talent through growth phases, leadership changes, or competitive hiring pressure—while keeping the approach consistent, affordable, and aligned to business performance.  

Sales Compensation

Q: How do we design a sales incentive plan that works?
A: A strong sales plan starts by clarifying your sales roles and motion (new logo vs. expansion vs. renewals), then building mechanics that are easy to understand and operate. The priority is a plan that markets organizations, scales without constant exceptions, motivates performance, and supports growth, without creating admin overload for HR, Finance, or Sales Ops. 

Q: How do we set quotas and territories fairly?
A: Fair quotas use a repeatable methodology. The biggest trust builder is ensuring reps feel quotas are achievable and consistent and that mid-year changes follow clear rules. 

Q: How do we know our sales plan is competitive?
A: Competitiveness is evaluated by reviewing on target earnings (OTE), pay mix, commission rates, and role definitions against relevant market norms. We also assess plan health: are strong performers paid appropriately, are average performers motivated, and are plan costs sustainable? In midmarket environments, benchmarking is most useful when it produces actionable changes (e.g., fix pay mix, adjust accelerators, refine quotas) rather than a large report that’s hard to operationalize. 

Q: How do we fix payout issues and cost overruns?
A: Most cost issues come from unclear crediting, misaligned measures, or mechanics that accidentally overpay at scale (especially accelerators). The fix usually includes payout modeling, scenario testing, clearer rules, and governance controls to prevent one-off exceptions from becoming the norm. For midmarket teams, we focus on practical improvements: fewer disputes, predictable costs, and payout clarity reps trust. 

Q: How do we align pay to performance and behaviors?
A: Alignment comes from choosing measures that match strategy and are within reps’ control, then keeping the plan simple. Depending on the role, you may use a single measure (e.g., revenue) or a scorecard that includes margin, retention, or product mix. The goal is to drive the right behaviors, not just the easiest revenue path. 

Q: How do we manage special sales roles and channels?
A: Different roles require different mechanics. Channel roles may use influence crediting; customer success roles may emphasize renewals and expansion; leadership roles often balance team attainment with strategic objectives. In midmarket organizations, the best approach is role-appropriate differentiation with consistent governance so plans market organizations and remain manageable as you grow.

Q: How do we communicate the plan so reps trust it?
A: Trust comes from transparency and repeatability. We recommend a simple plan summary, examples of earnings scenarios, payout statement clarity, and a well-defined dispute process. Manager enablement is key – sales leaders need clear scripts and training to explain the “why” behind changes and to reinforce consistent plan interpretation. 

Broad Based Employee Compensation

Q: How do we price jobs and benchmark pay?
A: Job pricing starts with clean job documentation and consistent role matching. We then apply market data aligned to your industry, size, and locations. Results typically include priced benchmarks, pay positioning guidance, and identification of outliers (under-market, over-market, pay compression). For midmarket organizations, we focus on a pricing approach that is accurate and scalable, so HR can maintain without needing a large compensation team.

Q: How do we build a salary structure (grades/ranges)?
A: Salary structures translate market data into usable ranges that support hiring, promotions, and merit decisions. Key design choices include number of grades/bands, range spreads, midpoint progression, and job family treatment. We also build the “rules of the road” – how offers are made, how promotions are handled, and how exceptions are approved so managers can apply the structure consistently.

Q: How do we create job levels and career paths?
A: Job architecture defines levels, expectations, and progression often by job family. It improves internal equity, role clarity, performance expectations, and pay decisions. Deliverables typically include level definitions, job family maps, leveling criteria, and governance for keeping the structure current as the company grows or reorganizes.

Q: How do we address pay equity and compliance?
A: Pay equity analysis begins with data readiness and role comparability (consistent leveling and job families). We then analyze patterns and identify market outliers. The objective is practical: reduce risk, strengthen fairness, and improve decision processes going forward (hiring, promotions, and merit).

Q: How do we manage annual compensation planning (merit/cycle)?
A: Annual planning is easier when rules are clear. Many organizations use merit matrices tied to performance and position-in-range, plus standard guidance for promotions and market adjustments. We support planning tools, manager training, and communications to ensure consistent decisions and better pay conversations, especially valuable in midmarket firms where HR is often lean and managers need more structure.

Q: Do we need incentives for non-sales employees?
A: Broad-based incentives can reinforce goals like profitability, productivity, customer satisfaction, quality, and safety. The best designs are easy to understand, measurable, and sustainable. We define measures, eligibility, funding logic, payout curves, and governance then provide communication materials, so employees understand what drives payouts and how success is measured.

Q: How do we handle location-based pay and remote work?
A: Location-based pay typically requires a clear philosophy: pay by job value regardless of location, pay by local labor market, or a hybrid zone-based approach. We help define pay zones, pricing rules, mobility guidance, and how to handle moves. For midmarket companies, the aim is a policy that’s fair, competitive, and easy for managers to apply.

Q: How do we communicate compensation to employees?
A: Compensation communication works best when managers are equipped to explain pay decisions consistently. We often develop a pay philosophy narrative, manager talking points, FAQs, and (when appropriate) pay transparency education. The goal is to reduce confusion, improve trust, and strengthen the employee experience during hiring, promotions, and annual pay cycles.