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Sales Force Compensation Survey
Watson Wyatt identified a need in the market to get more information on how different companies are operating and adapting
their sales incentive compensation programmes in response to a number of pressures, which include:
- Ensuring a strong correlation between sales incentive spend and business results.
- Adapting Sales Incentive plans in the face of changing go-to-market strategy.
- Incentivising the right behaviour as well as results.
- Maintaining competitive position in a changing labour market.
This survey is targeted at direct and indirect sales and sales management roles below Director level, as well as marketing and sales support positions.
The survey will capture information in relation to the following:
- Overall pay philosophy, types of sales incentives, bonuses and other variable pay plans used.
- Base pay to incentive pay ratios.
- Individual and team performance measures and metrics typically used.
- New and revised sales plans for 2005/2006.
- Special sales incentive practices for top performers.
- Cost of sales ratio.
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