Are sales compensation practices within companies going “global?” The short answer is “yes.”
The survey companies report significant headquarters oversight of sales compensation. They use corporate principles to manage sales compensation on a company-wide basis. They have an assigned person accountable for sales compensation. However, significant regulatory practices and collective bargaining agreements affect design flexibility and pay changes, particularly outside North America.
111 sales departments participated in this year’s 2016 Multi-Country Sales Compensation Practices Survey. We collected responses in June and July of 2016.
Learn more about AGI’s sales compensation practice.