The figures below should give you an idea of whether the salaries you pay your top marketing people are in the ballpark. In the Northeast, expect to pay your sales and marketing execs 99% of the average; in the Southwest, 101%; in the north central states, 97%; in south central states, 87%; and in the West, 116%. Also, a big part of sales and marketing execs' compensation is tied to bonus plans, which vary widely in type and amount.

* * *

Average 1991 Base Salary for Top Sales and Marketing Executives:

Annual Sales Manufacturers Nonmanufacturers
Less than $2 million $77,900 $51,900

$2 - $5 million 71,900 59,100

$5 - $10 million 69,500 67,700

$10 - $25 million 81,600 76,300

$25 - $50 million 93,200 81,700

* * *

Source: Ernst & Young's 1992 Executive Compensation Middle Market Survey of 669 companies with annual sales of $50 million or less, New York City.