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[IWS] 2014 SALES COMPENSATION TRENDS SURVEY: EXECUTIVE SUMMARY JANUARY 2014
IWS Documented News Service
Institute for Workplace Studies----------------- Professor Samuel B. Bacharach
School of Industrial & Labor Relations-------- Director, Institute for Workplace Studies
16 East 34th Street, 4th floor---------------------- Stuart Basefsky
New York, NY 10016 -------------------------------Director, IWS News Bureau
2014 SALES COMPENSATION TRENDS SURVEY: EXECUTIVE SUMMARY JANUARY 2014
[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.
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