The talent competition is fierce, and if companies want to scale rapidly, they need to meet candidates' salary expectations. It's no longer enough to be within the average salary range when offering compensation for potential hires. We've added a data point for the target compensation within the sales, marketing, and customer success roles with that in mind. Target compensation is the Market Rate. It's the benchmark that companies strive to be if they want to have an extensive candidate pool and hire rapidly to meet their growth goals. If companies offer compensation below this benchmark, hiring top talent will take much longer, and the candidate pool they work from is much smaller. But if they are way above it, they will yield a larger candidate pool but at diminishing returns. Below is an example of our new graphic demonstrating target compensation, which you'll see throughout this guide.