Survey Findings:

2017 Sales Compensation Hot Topics Survey Executive Summary

Sales compensation continues to be a prominent and well-supported sales management program. However, many senior leaders see room for program improvement. Companies continue to make changes on an annual basis with more than 75% planning to make normal program changes. Only 4% of the companies plan to roll back the sales compensation plan. 34% are planning some form of program expansion.

The Alexander Group’s 2017 Sales Compensation “Hot” Topics Survey provides empirical data from 145 sales departments on recent and popular topics regarding sales compensation. The findings support certain conjectures and refute others. We collected responses in June to August of 2017.

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