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 corporate headquarters and are leaving the application decisions to local management.

Global companies have many choices to organize and govern sales compensation practices, explained David Cichelli, senior vice president of the Alexander Group and survey editor. Generally, the survey findings indicate that corporate headquarters 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.

The recently released survey represents additional research of global sales compensation practices by The Alexander Group and WorldatWork. “We have learned that global sales compensation practices follow a practical arch,” Cichelli said. “The more companies integrate their worldwide sales solutions, the more likely they adopt global and uniform sales compensation principles.”

Jim Stoeckmann, a WorldatWork Certified Sales Compensation Professional and practice leader, confirmed the importance of this annual survey. “The 2012 Global Sales Compensation Practices Survey is another exemplary example of our commitment to provide sales compensation professionals with the most current research, publications and education solutions available,” Stoeckmann said.

Additional Survey Highlights:

  • 46.22 percent of the reporting companies plan to change their sales compensation plans next year.
  • 34.43 percent cite the most common method to share sales credit is to split the credit.
  • 63 percent say currency fluctuations have no impact on a sales person’s sales credit.
  • 86.06 percent of companies hold an annual sales meeting.
  • 58.68 percent have a President’s Club.

More than 120 companies participated in the survey. Participants provided data in July on questions regarding: annual design process; governance; sales crediting; and the annual sales meeting.

About the Survey Sponsors
The Alexander Group provides sales management consulting services to the world’s leading sales organizations, serving Global 2000 companies from across all industries. Founded in 1985, the Alexander Group combines deep experience, a proven methodology and data-driven insights to help sales leaders anticipate change, align their sales force with company goals and make better informed decisions with one goal in mind – to grow sales. The Alexander Group has offices in Atlanta, Chicago, San Francisco, Scottsdale and Stamford. Visit or call 480.998.9644.

WorldatWork ( is a not-for-profit organization providing education, conference and research focused on global human resources issues including compensation, benefits, work-life and integrated total rewards to attract, motivate and retain a talented workforce. Founded in 1955, WorldatWork has nearly 30,000 members in more than 100 countries. Its affiliate organization, WorldatWork Society of Certified Professionals®, is the certifying body for the prestigious Certified Sales Compensation Professional™ (CSCP™) and other professional designations. WorldatWork has offices in Scottsdale, Ariz., and Washington, D.C.

Source: The Alexander Group

Lori Feuer
The Alexander Group, Inc.