2022 Sales Compensation Trends Survey Executive Summary

More than 150 sales departments participated in the 20th annual 2022 Sales Compensation Trends Survey©. Participants provided data in November and December 2021 on what they plan for 2022.

The overall observation is that sales departments had a good year in 2021. Turnover in 2021 has returned to traditional levels for sellers, but management is concerned about attracting the right talent, keeping them and paying them well. Wages are creeping up but less than a percent increase over the historical five-year trend. And virtual selling? It is here to stay.

Learn more about Alexander Group’s Sales Compensation practice.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.

Learn more about the Alexander Group’s Sales Compensation practice.