This research gathers feedback from current clients of incentive compensation management (ICM) systems and sales performance management (SPM) systems. The survey identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users of these systems.
We’ve made this research “evergreen,” and expect to issue regular updates on findings, at least once per year.
Condition of Participation
Research participants are asked to complete an online survey lasting approximately 10 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, in organizations that directly employ at least 10 full time salespeople. Target participants are involved in incentive compensation design, planning, or administration, or the planning and administration of sales territories, quotas, or performance reporting. Vendors are ineligible.
Benefits of Participation
- A copy of the findings report on this research topic
- An invitation to any Sales Management Association webcast in which summary findings are presented to our audience
Research Timeline
This evergreen initiative has no closing date, as we expect to report findings regularly, at least once per year.
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.
