In late 2006, WorldatWork conducted its second sales compensation survey, featuring the practices of 440 member organizations (the first survey was conducted in late 2004). One set of findings from the survey is the most common sales compensation plan measures for different sales roles.
Outlined below are the top five most popular compensation plan measures for four different sales jobs, including primary as well as secondary sales roles.
Primary Sales Jobs
New Account Seller
- Total revenue (33%)
- New revenue (27%)
- Key sales objectives or milestones (19%)
- New accounts (18%)
- Gross profit (17%)
Existing Accounts Seller
- Total revenue (47%)
- Gross profit (24%)
- Key sales objectives or milestones (20%)
- New revenue (18%)
- Select product sales (tied for #5 - 15%)
- Retained accounts (tied for #5 - 15%)
Blended New & Existing Accounts Seller
- Total revenue (54%)
- New revenue (27%)
- Gross profit (26%)
- Key sales objectives or milestones (25%)
- Select product sales (tied for #5 - 17%)
- New accounts (tied for #5 - 17%)
Secondary Sales Jobs (e.g. inbound sales representatives, technical/sales support representatives)
- Total revenue (31%)
- Gross profit (16%)
- Key sales objectives or milestones (13%)
- Customer satisfaction (10%)
- New revenue (tied for #5 - 7%)
- Price realization (tied for #5 - 7%)
- Units sold (tied for #5 - 7%)
Various recruitment advertising methods include podcasting jobs.
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