Global Sales Compensation Practices Survey©

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More than 120 companies participated in the 2012 Global Sales Compensation Practices Survey©, co-sponsored by The Alexander Group, Inc. and WorldatWork.

Survey Results

Introduction

The survey examined four topics. The key findings include:

  • Annual Design Process: Many companies make changes to the sales compensation plans on an annual basis. The primary reason for these changes is to improve sales objective alignment with business strategy.
  • Governance: Global companies have many choices to organize and govern sales compensation practices. Generally, corporate HQ provides worldwide direction to policies affecting pay competitiveness, program approval and design principles. Local management is responsible for such decisions as quotas and local contests and spiffs. Overall, the data suggests policy decisions tend to be made globally and application decisions locally.
  • Sales Crediting: Generally, companies split the sales credit for sales influenced by sellers in different regions of the world. Most companies do not makeanyadjustments for currency fluctuations.
  • Annual Sales Meeting: Most sales organizations have an annual sales meeting; some are global, others are held locally. Often, sales performance recognition is part of the agenda.Less than one-third of the companies have a separate President’s Club for high achievers. These events are often held at foreign resort destinations and frequently include guests. The surveygathered data from companies with operations in multiple countries. Data was submitted in July 2012 and the results were published in August 2012.
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  • 2012
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