Blog

Blog Posts by Month



New CSO Insights Report Provides Useful Information for 2016 Sales Compensation Planning

CSO Insight’s recently published “2015 Sales Compensation & Performance Management Report” provides both interesting and useful information for those involved with the sales compensation plan design process. Over 250 companies participated in the survey and data on 70 sales compensation and performance management metrics were collected on their plans and practices. Approximately 28% of the survey responders have annual revenue in the range of $51M – $250 M; and, 12% of the participants reported annual revenue greater than $1B.

Some of the key survey findings include the following:

  • 76% of salespeople will meet/beat quota with compensation plans that consistently drive precise selling behaviors, compared to 56% where the plan generally drives behaviors
  • Biggest challenge in rolling out compensation plans is the inability to forecast plans’ future economic impact
  • The number one management behavior impacted by compensation plans is meeting assigned territory revenue targets—making the number
  • 61% of salespeople will meet/beat quota where the salesperson exceeds expectations in knowing how to maximize earnings, compared to 41% who need improvement

If you are involved in the process of developing 2016 sales compensation plans, we strongly recommend this report to you and your design team. To learn more about the report’s contents and its availability for purchase, please contact: Kim Cameron, Sr. Director of Research, CSO Insights, Kim.cameron@csoinsights.com.  Please reference the Colletti-Fiss blog post when contacting Ms. Cameron.