How do I navigate an unfair comp plan
tl;dr - my targets are twice as much as my counterparts, but my bonus is either the same or less than them. How do I approach this.
So I just found out my targets for this fiscal year are nearly double two of the other reps in my province, and about 25% higher than a third. That's just Ontario. Nationally, I'm doing double or triple the volume of most reps. The worst part is out of the four reps in Ontario, two carry senior titles, and both have lower targets than mine yet higher bonus dollars if they achieve plan.
My issue isn't the target itself. It's the pay. Our bonus pays as a percentage of plan attainment. If you hit 100% of your number, get 100% of your bonus. So a rep with half my target earns the same bonus (or more, if they're senior) for selling half as much. The bigger the delta between territories, the more work I do per bonus dollar. It’s always been like this, but this year the delta is extreme.
For context: I work in Canada selling medical devices and I've been at the company almost 10 years (in this role for 3), I'm a top performer and have been for years. Top in the country for volume, often for % to plan. President's Club winner. Active on team calls, share best practices, go above and beyond. Not a humble brag, but it's the reason my number is set where it is. They know I'll hit it, so they keep loading me up. My territory has always carried a premium, but this is the first year it's been this far out of line.
Honestly, I'm furious. I want to walk into my director's office and make demands, but I don't have another offer and I can't bluff. I also don't want another job to be honest. I really like my role and what I sell, and would prefer not to leave if I can. But I can’t keep doing this either.
Has anyone dealt with this? How did you raise it without torching the relationship?