More than 135 sales departments participated in the 16th annual 2018 Sales Compensation Trends Survey©. Participants provided data in November and December 2017 on what occurred in 2017 and what they plan for 2018.
The overall observation is that sales departments increased sales volume 5% in 2017. This was equal to the estimated growth of 5% projected at the end of December 2016 for 2017 performance. Meanwhile, sales leaders expect sales revenue to grow 6% in 2018. 2% was the median increase in incentive payments to sales personnel in 2017, matching the planned 2% increase anticipated at the beginning of the year. 2% is the projected increase in incentive payments for 2018.
Learn more about the Alexander Group’s Sales Compensation practice.