This report summarizes the results of a survey of WorldatWork members to gather information about trends in sales compensation programs and practices. The research focuses on effective sales compensation plans that provide financial incentives to encourage salesforce success, resulting in accomplishment of specific objectives related to the selling process.
Kerry Chou, CCP, Senior Practice Leader, WorldatWork, presents an analysis of survey findings on base pay, incentive pay and bonuses. He also discusses the findings relating to employee understanding of compensation philosophies, and how organizations can strengthen attraction and motivation of employees by focusing on this area.
The current economic environment is driving sales compensation plans toward higher payouts for overachievers as well as increasing the weight of incentives in the pay mix. Responsibility for both new business and existing accounts lies with hybrid sales roles in nearly eight of 10 organizations, with front-line sales manager roles following close behind (72%). The average fixed and variable pay mixes for sales positions including front-line sales managers, outbound telesales, existing account sellers and hybrid account sellers range between 70/30 and 60/40.
