IWS Documented News DAILY POSTINGS

IWS Documented News Service

_______________________________

Institute for Workplace Studies----------------- Professor Samuel B. Bacharach

School of Industrial & Labor Relations-------- Director, Institute for Workplace Studies

Cornell University

16 East 34th Street, 4th floor---------------------- Stuart Basefsky

New York, NY 10016 -------------------------------Director, IWS News Bureau

________________________________________________________________________

WorldatWork (Total Rewards Association)

Better Sales Compensation Consultants (BSC)

2012 [SALES] QUOTA PRACTICES STUDY: EXECUTIVE SUMMARY & KEY FINDINGS [December 2012]

http://www.worldatwork.org/waw/adimLink?id=68552

[full-text PPT, 63 pages]

Better Sales Comp Consultants (BSC) and WorldatWork are pleased to sponsor the 2012 Quota Practices Study.

The survey includes responses from 83 people across a range of key quota-related topics. This report includes two main sections:

Executive Summary: includes findings or results that the sponsors found particularly interesting or relevant.

Full Report: provides details on every question – particularly useful if you want to drilldown to specific areas of interest.

For some questions, we report total population findings. For others and where of interest, we split out between “high performance” and “average/low” performance.

After reviewing the results, we are available to discuss any observations or findings. We think there are a number of findings that you’ll want to factor in as you consider your quota-setting process. Thank you to those who participated in this study!

________________________________________________________________________

This information is provided to subscribers, friends, faculty, students and alumni of the School of Industrial & Labor Relations (ILR). It is a service of the Institute for Workplace Studies (IWS) in New York City. Stuart Basefsky is responsible for the selection of the contents which is intended to keep researchers, companies, workers, and governments aware of the latest information related to ILR disciplines as it becomes available for the purposes of research, understanding and debate. The content does not reflect the opinions or positions of Cornell University, the School of Industrial & Labor Relations, or that of Mr. Basefsky and should not be construed as such. The service is unique in that it provides the original source documentation, via links, behind the news and research of the day. Use of the information provided is unrestricted. However, it is requested that users acknowledge that the information was found via the IWS Documented News Service.