Press/Media

Alexander Group Releases 2017 Sales Comp Almanac

Posted on June 30, 2017 under Press/Media

Bestselling author, David Cichelli, announces the publication of the “2017 Sales Compensation Almanac.” Published by the Alexander Group, this is the fifth annual edition of this publication that provides current trends, research and insight into sales compensation solutions.

Featuring more than 450 pages of all-new content, readers have come to rely on this publication when reviewing their sales compensation programs describing the book as invaluable…a must-read annually…my go-to-resource. “The Almanac brings together the most contemporary information in the sales compensation space, annually. Any sales compensation owner should have this book as a reference guide,” said David Cichelli, author and senior vice president of the Alexander Group.

Sections in this year’s edition include:

  • 2017 Sales Compensation Trends Survey
  • 2016 Multi-Country Sales Compensation Practices Survey
  • Sales Compensation: Multiyear Trends
  • Reference Guide to Sales Compensation Surveys
  • Sales Compensation Automation Solutions Vendors
  • Sales Compensation Education Resources
  • Case Studies
  • Whitepapers
  • Articles Listing

To order a copy, click here.

2017 Sales Compensation Almanac; AGI Press; June 2017; ISBN: 978-0-9899480-4-3

About the Alexander Group, Inc.
The Alexander Group (www.alexandergroup.com) provides revenue growth consulting services to the world’s leading sales and marketing organizations, serving Global 2000 companies across all industries. Founded in 1985, Alexander Group combines deep experience, a proven methodology and data-driven insights to help revenue leaders anticipate change, align their go-to-market resources with company goals and make better informed decisions with one goal in mind—to grow revenue. The Alexander Group has offices in Atlanta, Chicago, San Francisco, Scottsdale, Stamford and London.

Contact: Lori Feuer
Senior Marketing & Communications Manager
The Alexander Group
480-315-5807
lfeuer@alexandergroup.com


Alexander Group Reports Global Sales Comp Practices Findings

Posted on September 19, 2016 under Press/Media

Sales compensation practices are “going global” with more and more companies having worldwide sales compensation design and governance principles supported by an assigned global sales compensation professional. The “2016 Multi-Country Sales Compensation Practices Survey,” sponsored by the Alexander Group, features these and other global sales compensation trends.

  • More than 110 sales departments participated in this survey, which took place in June and July 2016. Below are just a few of the highlights from the survey.
    Corporate Sales Compensation Principles: 87.4% have corporate-wide sales compensation principles that guide design, management and administration of the sales compensation plans.
  • Pay Mix by Country (Base/Incentive): United States (60/40) has the most aggressive pay mix—with the largest portion of target total compensation assigned to the incentive element. Japan (68/32) has the least aggressive pay mix. However, the variation between the U.S. and Japan is not overtly significant.
  • Teaming by Country (Individual/Team): The United States (82/18) leads the list of countries with the highest portion of target incentive dedicated to a team component. India (90/10) had the least degree of teaming.

“The high degree of teaming for the U.S. was a surprise,” said David Cichelli, survey editor and senior vice president of the Alexander Group. “Driving this trend in the B2B market,” Cichelli added, “is solution selling that requires a team of resources to configure and install custom-centric solutions.”

Learn about other findings by downloading the Executive Summary.

About the Alexander Group, Inc.
The Alexander Group (www.alexandergroup.com) provides revenue growth consulting services to the world’s leading sales and marketing organizations, serving Global 2000 companies across all industries. Founded in 1985, Alexander Group combines deep experience, a proven methodology and data-driven insights to help revenue leaders anticipate change, align their go-to market resources with company goals and make better informed decisions with one goal in mind—to grow revenue. The Alexander Group has offices in Atlanta, Chicago, San Francisco, Scottsdale, Stamford and London.

Contact: Lori Feuer
Senior Marketing & Communications Manager
The Alexander Group
480-315-5807
lfeuer@alexandergroup.com


Alexander Group Releases Midyear Survey Results on ‘Big Four’ Sales Jobs

Posted on August 22, 2014 under Press/Media

Scottsdale, Ariz., August 22, 2014 – The Alexander Group has announced the results from its recent “2014 Sales Compensation Plan Design Survey.” More than 185 sales departments participated in this survey, which reveals how firms pay the “Big Four” sales jobs: strategic account manager, key account manager, territory representative and channel/partner manager.

Surprisingly, there were not many noticeable plan design differences among the four jobs. Almost all design choices feature the same preferred practice and, interestingly, almost the same prevalence of practice score. There was a split decision on the use of thresholds. Most companies have a threshold for strategic and key account managers but do not use thresholds for territory representatives and channel/partner managers.

“Collecting plan design information is challenging; but, we think these leading companies have given us an eye-opening view about how they structure their sales compensation plans,” said David Cichelli, senior vice president and survey editor, the Alexander Group.

Participants answered questions on how companies configure their sales compensation plans, i.e., number of measures, capped plans and thresholds. Other questions focused on base pay administration, quota management and sales crediting practices.

Select highlights:

Sales Confidence

  • 69.2% of the companies are on-plan (+/- 5%) or exceeding plan year-to-date.
  • 65.7% will grant a base pay increase to sales personnel in 2014.

Plan Design

  • The majority of companies do not apply an incentive earnings cap to the primary performance measure. This “no cap” practice among the participants is greater than 70% for all four jobs.
  • 80% or more of the participants use three or fewer measures for all four jobs.
  • Most companies have an annual performance objective: strategic account manager (74.6%), key account manager (68.6%), territory representative (73.1%) and channel/partner manager (73.4%).

Base Pay Management

  • 62.6% will provide up to an average 4% base pay increase in 2014.
  • 87.9% of the reporting companies vary the base pay for incumbents in the same job.

Quota Programs

  • 50.8% of the companies’ summation of sellers’ goals matches the corporate sales objective.
  • 41.2% use a quota allocation method combining top-down and bottom-up estimates.
  • 40.6% of the companies communicate quota assignments within the first month of the fiscal year.

Sales Crediting

  • 45.2% provide at least 50% sales credit at either invoice or shipment.
  • 33.2% provide at least 50% credit at time of booking.
  • 27.7% have explicit sales credit split rules.

About The Alexander Group, Inc. ̶ Growth Through Sales
Alexander Group provides sales management consulting services to the world’s leading sales organizations, serving Global 2000 companies from across all industries. To learn more about Alexander Group’s services, visit www.alexandergroup.com.

Contact:
Lori Feuer
Marketing Program Manager
The Alexander Group
480-315-5807
lfeuer@alexandergroup.com

 


Alexander Group Announces Results from 2014 Sales Comp Trends Survey

Posted on January 16, 2014 under Press/Media

Scottsdale, Ariz., January 14, 2014 – The Alexander Group announced today the findings from its “2014 Sales Compensation Trends Survey.” Actual sales compensation costs increased a median of 5 percent, two percentage points above Read Full Post


Sales Compensation Teaming: Myth or Reality?

Posted on January 24, 2013 under Press/Media

Scottsdale, Ariz., January 24, 2013 – Sales compensation teaming has always been considered a popular technique for rewarding sales personnel. However, the results from the recent “2013 Sales Compensation Trends Survey,” sponsored by the Alexander Group and Read Full Post


Alexander Group Survey: Sales Managers Confident in 2013 Sales Growth Projections

Posted on January 16, 2013 under Press/Media

Scottsdale, Ariz., January 16, 2013 – Sales executives’ views toward sales growth in 2013 is trending positive, according to the results from the “2013 Sales Compensation Trends Survey,” sponsored by the Alexander Group and WorldatWork. In 2013, sales leaders Read Full Post


The Alexander Group Releases Global Sales Compensation Practices Survey Findings

Posted on August 23, 2012 under Press/Media

Scottsdale, Ariz., August 23, 2012 – The Alexander Group and WorkatWork have announced the results of the 2012 Global Sales Compensation Practices Survey. The findings confirm that global companies are continuing to establish their sales compensation policy decisions on a global basis at the Read Full Post


The Alexander Group Survey Projects Cautious Sales Growth for 2012

Posted on January 24, 2012 under Press/Media

Scottsdale, Ariz., January 24, 2012 – Sales departments are reporting a cautious year-over-year sales growth projection rate of 7.5 percent for 2012, according to the 2012 Sales Compensation Trends Survey, co-sponsored by the Alexander Group and WorldatWork. Read Full Post


Best-selling Author David Cichelli Releases ‘The Sales Growth Imperative’

Posted on December 15, 2010 under Press/Media

Scottsdale, Ariz., December 15, 2010 – The Alexander Group is pleased to announce the release of The Sales Growth Imperative, by David J. Cichelli, senior vice president of the firm. Published by McGraw Hill (November 2010), this book shows companies Read Full Post


Best-Selling Book Now Available in 2nd Edition: McGraw Hill Publishes Compensating the Sales Force

Posted on August 1, 2010 under Press/Media

Scottsdale, AZ, August 2010 – For more than 10 years, Compensating the Sales Force, by David Cichelli, has been the industry resource for companies to design and implement powerful and effective sales compensation plans. Now in its 2nd edition, this best-seller features new Read Full Post