Thursday, March 27, 2014



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



Alexander Group



[full-text, 6 pages]


Now in its 12th year, the 2014 Sales Compensation Trends Survey©, sponsored by The Alexander Group. Participants provided data in December 2013 on what occurred in 2013 and what they plan for 2014.



Sales Department Trends

Sales department practices are the outcome of business decisions by individual companies. However,

gathering observations from many companies can provide a summary overview of market movement,

prevailing practices and general trends.


 Revenue Changes. Future estimates of sales revenue growth influence sales management

programs such as sales compensation. Revenue projections can affect the size of assigned sales

quotas, which, of course, affect incentive payouts. Sales departments expected an 8.4% growth for

2013, but only achieved a 6% growth. They expect 8% revenue growth for 2014.


 Staffing Changes. About 55% of the companies plan to increase staffing. The other half will either

keep staffing levels constant or reduce staff. The staffing expectations for 2014 are the same as

were the staffing expectations for 2013 made at the end of 2012. Turnover remains constant at

10%—both projected and actual.



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.



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