Research Briefing

Sales Compensation Trends Survey Briefing

Alexander Group surveyed 300+ sales compensation leaders across business services, distribution, financial services, healthcare, life sciences, manufacturing, media, pharma and technology to determine the current trends impacting sales compensation programs.

Companies across industry are accelerating revenue growth and talent investment. Organizations are projecting a 13% growth in 2024, up from 10% in 2022 and 2023, and are doubling-down on hiring with 69% of companies expecting to increase headcount in 2024. With this comes an increase in sales compensation costs, necessitating a higher focus on profitability and productivity to maintain efficiency.

In addition, respondents indicated a need to update sales compensation plans in 2024 due to limited plan effectiveness seen last year. Two-thirds of companies are focused on driving more pay for performance in their plans, increasing more pay-at-risk, higher pay for over-performance and more split vs. team crediting.

How does your sales compensation program compare to industry?

For a complimentary readout of the full survey findings including metrics on costs, productivity, quotas, and investments, please complete the form and a sales compensation practice lead will be in contact with you.

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