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IWS Documented News Service

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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

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WorldatWork (Total Rewards Association)

2013 SALES COMPENSATION TRENDS SURVEY RESULTS [6 January 2013]

http://www.worldatwork.org/waw/adimLink?id=69725

[full-text, 42 pages]

Executive Summary

http://www.worldatwork.org/waw/adimLink?id=69545

[full-text, 9 pages]

Now in its 11th year, the 2013 Sales Compensation Trends Survey© captured U.S. sales force performance and sales compensation data for 2012 and projections for 2013. Participants provided data in December 2012 on what occurred in 2012 and what they plan for 2013.

Table of Contents

Executive Summary ...................................................................................................................................... 2

Survey Highlights .......................................................................................................................................... 6

Survey Trends............................................................................................................................................... 8

Full Survey Results ..................................................................................................................................... 12

2011 Sales Outcomes and 2012 Sales Prospects ..................................................................................... 13

Sales Force Headcount Changes ............................................................................................................... 14

Sales Department Goals and Costs............................................................................................................ 17

2011 Sales Compensation Program Outcomes ......................................................................................... 19

2012 Sales Compensation Program Practices ........................................................................................... 23

Key Sales Job—Sales Compensation Practices ........................................................................................ 27

Pay Practices by Country: Pay Mix and Teaming....................................................................................... 33

Demographics ............................................................................................................................................. 36

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