WOMEN ON THE JOB
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In “Making It,” by Nicole Yorkin (Dec. 4), Leana Grandy is quoted as saying: “ ‘Sales is one of the few professions (in which) women earn equal pay.’ ” That can be true if compensation comes strictly from sales commissions. Sales compensation plans, however, more often include some form of base salary, commissions and/or bonuses. As a former vice president of sales, I learned, regrettably, that these compensation plans leave much room for manipulation. Even when women far outsell their male counterparts, discriminatory pay policies may exist by reducing their base salaries and minimizing their bonuses.
Greater discrimination can be found in the assignment of sales territories. Women are often given the most infertile territories and the toughest accounts. When they do succeed in building profitable territories, they can have them cut--in the guise of a companywide territory realignment.
Further, and probably more prevalent, discrimination occurs in promotion practices. As in Grandy’s company, one usually goes from entry-level sales to account management. Again, it can take female star performers much longer to be promoted than their lesser-achieving male counterparts.
Yes, the sales field may offer more of an opportunity for equality due to the direct measure of financial success, but there are no guarantees.
GAIL CAMPANELLA
Los Angeles
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