SCOTTSDALE, Ariz.--(BUSINESS WIRE)--More than 135 sales departments participated in the Alexander Group’s “2018 Sales Compensation Trends Survey.” The results show that two-thirds of the participating companies plan to give base pay increases in 2018. These companies report a 3 percent increase in median pay.
Another survey finding indicates that total compensation costs for participating companies are slated to grow 2 percent in 2018. In addition, more than 90 percent of the participants plan to make changes to the sales compensation program in 2018. For the companies using contests and spiffs, they spend 3 percent or less of target W-2 earnings on the programs. The majority of the reporting companies rate their sales compensation program as acceptable or better. Once again, correct quota setting remains the most challenging factor for participants for the 2018 sales compensation plan.
“The reporting companies are not planning substantial market-driven pay increases for sales personnel,” said David Cichelli, survey editor and senior vice president of the Alexander Group. “With only a 2 percent increase in budget, the overall cost increase for sales personnel will remain modest. However, if quotas are too conservative, the year-end actual costs could be higher than planned.”
To learn more about the findings, download a complimentary Executive Summary at https://www.alexandergroup.com/resources/survey-findings/comp-2018-sales-compensation-trends-survey-executive-summary/.
The “2018 Sales Compensation Trends Survey” took place from November to December 2017. The annual survey (now in its 16th year) collects trend (repeating data questions: budgets, turnover, quota performance and program design) and varied select focused topics (2018: contests and spiffs and seller expenses). Participants provided responses in November and December 2017 and received the 120-page report in January 2018.
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, London, San Francisco, Scottsdale and Stamford.