Compensation Surveys

Sales Compensation and Practices Survey

Across the country, companies without benchmarking data are struggling to fill potentially lucrative sales jobs. Gain the insights and data you need to have a competitive salesforce. The right data can help you recruit and retain top sales talent.

Why Participate?

  • Data to recruit and retain top sales talent
  • Cross-industry insight into sales compensation levels
  • Insight into sales compensation trends

Get Ready to:

  • Fill lucrative sales jobs
  • Get benchmarking data
  • Build a competitive salesforce

Find answers to common Sales Compensation Plan questions:

  • Will our sales compensation plan help us achieve our organic sales growth goals?
  • Does our pay mix incentivize the right behavior?
  • Do our sales compensation plans align with the actual day-to-day job role of our sales team?
  • Is our current sales compensation plan competitive?
  • Are our thresholds, caps, and upsides appropriate?
  • Is our compensation cost of sales too high or too low?
  • Are we measuring our sales team on the right metrics?

Talk to a Survey Expert

To learn more about this survey, including available job families, the design of our survey questionnaire, reporting options and pricing details, connect with our survey sales team.

Survey Overview

Types of Roles Within Survey

  • Management with direct reports (e.g., chief revenue officer)
  • Outside sales (e.g., account managers, business developers)
  • Inside sales generally via the telephone (e.g., inside account manager)
  • Support (e.g., sales analyst, sales administration)


Data Collected

  • Measurement of salesforce effectiveness
  • Salesforce turnover including within 12 months of hire
  • Sales incentive design including performance factors, caps, and thresholds
  • Expected performance and new hire considerations
  • Sales administration including compensation governance
  • Sales recognition practices including type, funding, and criteria for awards
  • Auto policy including type of vehicle and eligibility
  • Long-term incentive plan design including allocation of long-term incentives


How Data is Reported

  • Downloadable in Excel and PDF formats
  • Custom reporting with user-created comparator groups


Report Segmentation

  • Industry and geographic region cuts (Northeast, Southeast, Midwest, Southwest, West)

Request more information about our Sales Compensation Survey