Gartner Research

Enable Frontline Managers to Have More Effective Compensation Conversations

Published: 22 April 2019

ID: G00390076

Analyst(s): Craig Riley

Summary

Managers often report not feeling prepared for pay discussions, hurting overall compensation communication efforts. Sales operations leaders can overcome this challenge by providing managers with guiding principles for these conversations and the resources to tailor discussions to team members.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Provide a Set of Principles That Focuses Managers’ Conversations on Areas That Improve Sellers’ Perceptions of Pay Fairness
    • What to Discuss During Conversations
    • How Often to Have Compensation Conversations
  • Provide Managers With the Information and Tools Necessary to Personalize Discussions Around the Pay-Performance Link and Growth Potential
    • Pay-Performance Link
    • Growth Potential
  • Conclusion

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