IVACTwo decades ago Your Business Blogger worked for IVAC, a medical device company. A competitive organization driven by sales numbers. Redundant, you would say. All companies are, or should be this way. But this manufacturer went to unusual lengths.
The W-2′s were published.
Each year we would learn that the top sales guy would earn around $250K. And the company president earned less, way less, than the top sales guy.
As it should be. The top sales guy in a for-profit enterprise, I would submit, is more valuable than the CEO in any single year.
In outstanding sales-driven organizations, the ‘top wage’ earner may not be the ‘top person.’
In any one year, the sales-person should be compensated based on the sales cash he generates for the company. That’s where his focus should be and he should be rewarded accordingly. By contrast, the Top Person should be focused on growing the company longer-term — and she should be rewarded accordingly as well. With long term compensation in stock options.
In outstanding non-profit organizations, the reverse should be true.
Salvation ArmyAnyway, Anthony Begonia from the Salvation Army reminds us that the recent Forbes citation is a bit misleading, about who earns what at various non-profits. The reference uses Top Person and Top Salary categories:
Humanitarian relief, church
Top Person: W. Todd Bassett
Top Salary:* $ 175,050
(* at extended entry)
These numbers may indeed be for the same person in some for-profit organizations. And probably for the Red Cross.
But not the Salvation Army.
Commissioner Bassett (and his wife’s!) total compensation is $98,326.00 See my previous post for background.
The Top Person does not have the Top Salary.
Other differences include commission/total earnings, of course. Forbes would be more accurate to list ‘Top Person’ and ‘Top Compensation.’
The purpose of a non-profit charity is to improve the human condition. The purpose of a for-profit is to maximize shareholder value.
The leadership of for-profits are enriched with cash. The leadership of non-profits are enriched with righteousness.
Because appearances are important. Jimmy Bakkers gold-plated bathroom faucets paid for by little old ladies’ social security checks demonstrated the disconnect between doing well and doing good.
Jack Welsh can get away with million dollar paydays.
Jimmy Bakker cannot.
The top sales guy gets paid commissions on sales for yearly performance. The CEO should get compensated for valuation increases over a number of years.
Non-profit measures are a test of the human heart. I am not persuaded that the non-profit CEO of the Red Cross should be earning $650k. Like Jimmy Bakker’s gold-plated faucets.
Cash Flow summary:
The Top Wage earner in a for-profit company should be the individual who generates the most cash over the year.
The Top Person in a for-profit company should be the individual who creates the most value over the years. (Plural.)
The Top Wage earner in a non-profit company should be the individual who monitors the cash.
The Top Person in a non-profit company should be the individual who creates the most good.
This matrix might be a solution to complaints of inflated Top Salary for-profit CEO incomes.
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Thank you (foot)notes:
This is an update for previous correction.