Sales Research Publications

Hiring and Compensation Analysis

2010 Sales Performance Optimization Sales Rep Hiring & Compensation Analysis Report

This Report addresses issues of hiring and compensation that are so vital to healthy sales organizations. Questions addressed in this report include:

• Does the hiring of sales reps likely to succeed in selling our offerings show up in improved results?
• How will the size of sales forces change in the coming year?
• Is annual rep turnover up or down, and which way is it heading next?
• What is the right background and profile for the next rep I hire and how does this compare with what my peers are doing?
• Is competency testing useful and, if so, what are folks using and how does it pay off?
• What is happening with rep compensation and how effectively is this being utilized to direct the behavior of reps?
• What about sales manager pay? Is it increasing and are we getting our money's worth?
• Am I the only one who feels it takes too long to get new hires up and running?.

 Metrics Covered in this Report:

• Ability to Consistently Hire Sales Reps Who Succeed at Selling
• Planned Sales Force Size Change Over the Next 12 Months
• Annual Sales Rep Turnover Rates
• Experience Level of Majority of New Sales Hires
• Conduct Sales Competencies Assessments in Hiring New Sales Reps
• Type of Sales Aptitude/Competencies Assessment Tool Used
• Size of Average Annual Sales Rep Quota
• Competency Testing Impact on Hiring Success
• Targeted Compensation for Sales Reps
• Average New Sales Rep Ramp-up Time
• Targeted Compensation for First Line Sales Managers
• Ability to Implement Compensation Plans to Drive Precise Selling Behavior

$195.00