Sales Research Reports

2011 Sales Compensation & Performance Management

The CSO Insights 2011 Sales Compensation & Performance Management survey shows positive trends, but results still have their ups and downs:

• Sales Quotas are Up as is Quota Achievement
• Targeted Compensation at Quota is Down
• Voluntary Rep Turnover is Up Slightly
• The "Idea" of Coaching is Popular, Execution Not So Much
• Positive Sales Management Behaviors are Down

With survey results from over 800 companies, the Key Trends Analysis from this survey will provide with important information to consider for organizations designing 2012 Compensation Plans.

While the majority of firms feel their compensation schemes "generally" drive the sales rep behaviors they desire, only 1 in 10 feel their compensation plan consistently does so-a figure unchanged from one year ago. Further, while the emphasis has appropriately been on paying reps accurately and on time, some firms are going beyond these minimums to leverage their managers and infrastructure to coach their sales reps to higher performance.

• Retaining sales talent could yield up to 830% ROI!
• Coaching attitude left to managers performs no better than "No Coaching" philosophy.
• Informal and formal coaching both underperform rigorous coaching.

The table of contents from the 2010 Sales Compensation & Performance Management Key Trends Analysis includes:

• Introduction
• Methods Used for Designing/Managing Territories
• Criteria Used to Set Individual Rep Quotas
• Percentage of Reps Expected to Make Quota
• Compensation Plan Design Includes Sales Rep Retention Strategy
• Company's Attitude/Approach to Coaching Sales Reps
• Manager's Resources for CoachingAverage Quota Assignment Per Rep
• Management Behaviors Impacted by Compensation Plans
• Manager's Ability to Perform Sales Performance Activities
• Priorities for Compensation Plan Improvements
• Recommendations Going Forward

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$495.00