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Starting Simple: Finding Fairness

by Christopher Goff


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Pay transparency laws are sweeping the nation and bringing new awareness to the ideas of fairness and equity in the workplace. But establishing fairness in base pay is a reasonably straightforward—if labor-intensive—process. The real challenges come in providing the experience of fairness for your employees when a large portion of the pay is based on performance.

Starting Simple: Finding Fairness is designed for executives, human resources leaders, and sales managers who are looking for solid guidance on the process of institutionalizing fairness for their sales population.

In this book you'll find:
  • Definitions of fairness, equality, and equity as they relate to a sales compensation program.
  • Direction on how to build a sales culture built foundationally on fairness, with the help of a step-by-step checklist.
  • Explanations of how bias can influence how you hire, pay, and promote.
  • Strategies for identifying sources of inequities that need to be addressed.
  • Guidance on creating an equitable distribution of opportunity, setting quotas, and assigning territories.
Although there are plenty of examples and guidelines, ultimately, this book is designed to illuminate all the points of vulnerability that can exist within a variable pay program as well as offer tips on how to approach and strengthen each of these points.