Coordinating Sales Incentives Across the Enterprise

16 January 2020


This research examines how large organizations coordinate and collaborate to design, implement, and administer incentives across multiple functions and stakeholders. It identifies the most important coordination challenges and best practice approaches for efficiently managing sales incentive compensation.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants are involved in planning, design, assessment, implementation, or ongoing management and administration of sales incentive compensation programs in their organizations.

Benefits of Participation

Participants receive:

  • A copy of the findings report on this research topic
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience in March 2020.

Research Timeline

Research closes 1 March 2020.


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of NICE.

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