Over the past 12 to 18 months, changes in sales compensation can be attributed to a combination of factors including the pandemic, rising inflation, continued supply chain issues, and a tight job market due to the “Great Resignation.” These all have created the perfect storm of employers, both small and large, having a greater appreciation for sales and opening markedly more sales positions.

In the past, companies would try to apply a lower compensation model for new or replacement roles by offering base salary plus variable commission. Today, if a company is targeting great sales talent, a competitive compensation package is a necessity.…