More than 80 sales departments participated in the 17th annual 2019 Sales Compensation Trends Survey©. Participants provided data in November and December 2018 on what occurred in 2018 and what they plan for 2019.
The overall observation is that sales departments increased sales volume 6% in 2018. This was equal to the estimated growth of 6% projected at the end of December 2017 for 2018 performance. Meanwhile, sales leaders expect sales revenue to grow 6% in 2019. 3% was the median increase in incentive payments to sales personnel in 2018, exceeding the planned 2% increase anticipated at the beginning of the year. 3% is the projected increase in incentive payments for 2019.
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