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