Incentive Compensation and Sales Performance Reporting Practices

27 March 2019

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Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research surveys current practices in incentive compensation and sales performance reporting.

It identifies management’s priorities and challenges in effective reporting, while surfacing emerging trends and best practice approaches.

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, sales effectiveness, sales operations, commercial effectiveness, executive sales leadership, or strategy in their organizations.

Benefits of Participation

  • 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 May 2019

Research Timeline

  • Research closes 15 May 2019
  • Research report is expected to publish 10 June 2019

Confidentiality

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 OpenSymmetry.

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