TheEnglishMajor

Account Executive

Company-wide performance reviews and compensation adjustments?

My company is about to do annual performance reviews across all employees (about 60 or so) for every department. They've mentioned that part of these reviews are any performance-based compensation adjustments (raises).

Does this process typically apply to the sales team as well for a company this size? Like adjustments to base salary for AEs from doing well?

Some added context to consider -- the whole team is technically underplan as we are all trying to find a way to drive consistent success. This is the first year that they've really had a sales team. I'm technically our top performer at the moment but am still under plan, but have put in a lot of blood sweat and tears with the rest of the team and it's evident that we're starting to pick up momentum with GTM strategy

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1nbatopshotfan

Politicker

Sales

I have been in orgs that did both. Bumped sales up when doing annual reviews and then companies that never bump sales because of commission. Hopefully you get a bump. Remember you don’t get what you don’t ask for.

CuriousFox

WR Officer

🦊

STOP SAYING BUMP 🥄

Diablo

Politicker

Sr. AE

If its company wide then it should happen across all the departments as far as I know but I am not sure if it would be applicable for someone who recently joined the org (3-4 months). Best person to ask would be an HR or your Manager.

JustGonnaSendIt

Politicker

Burn Towns, Get Money

I, too, have seen it both ways. In fact, prior to my current company, raises were only had thru promotion. When I would talk to my old sales manager about a raise he'd just say 'sell more, give yourself a raise.'

Typically sales will only see minimal salary adjustments and they will be allocated to high performers. Most teams get a set budget for raises and have to choose how to distribute it across the team, so naturally those doing the best get a greater porportion of the budget.

A good thing to consider in your current situation is... did your company hit it's growth goals? Are your execs proud of the numbers you posted for the year as a business? If yes, the likelihood of getting something is higher.

Just because the whole team is under plan doesn't mean you still didn't have a good year as a company. It could be a case of over-aggressive sales targets or just poor quota assignment.

For example, I once worked in a startup where all 10 salespeople had a quota of $1M for a given year. The company's revenue for the year prior was $3M. We sold $7M that year, so most reps actually missed plan. But we freaking crushed it as a business and the whole company got bonuses that year. Of course, nobody got raises in this example. But hey...

DungeonsNDemos

Big Shot

Rolling 20's all day

Be ready to fire out your stats like a machine gun. Put emphasis on your overall attainment of being the best performer and ask for that raise and have some reasons to support.
Best of luck.

KGCanada

Arsonist

Senior Executive

It's a business decision that will be met with disagreement regardless of the approach or practise.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've seen performance raises apply to sales. My last company had a set % the sales manager could decide to apply to each rep. Performing reps might get a 6%, while others might get 3%. It will depend on your company, and it sounds as though you have a solid book of work to rely on.

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TheEnglishMajor

Company-wide performance reviews and compensation adjustments?

7 comments

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