Sales Organizations’ Total Compensation Practices

12 August 2019


Incentive compensation is often the sales organizations largest expense, and it also garners the lions share of attention from salespeople and management when compensation related issues arise. But most firms make sizable investments on behalf of the sales forces in compensation other than variable incentive based pay. These other forms of compensation include base salary, benefits related to health and retirement, non-cash recognition, and long term incentives such as stock options or profit sharing.

This research examines how sales organizations communicate the value of all of these compensation elements to the sales organization, and surveys a range of practices related to total compensation management.

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 salesperson development, sales effectiveness, sales training, or programmatic support of these topics 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 September 2019.

Research Timeline

Research closes 30 September 2019.


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 beqom.


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