Not a Member? Get access to HR news and resources that you can trust.
We asked HR professionals to tell us about their time in HR. Here are their stories.
Is your employee handbook keeping up with the changing world of work? With SHRM's Employee Handbook Builder get peace of mind that your handbook is up-to-date.
Instructor-led guidance for your SHRM-CP/SHRM-SCP exam, no travel or time out of the office required.
#SHRM18 will expand your perspective – on your organization, on your career, and on the way you approach HR. Join us in Chicago June 17-20, 2018
About half of surveyed U.S. employers (51 percent) intended to revise their sales compensation plans in 2011, according to a WorldatWork survey,
Sales Compensation Programs and Practices.
From July 12 to Aug. 6, 2010, WorldatWork surveyed its members—predominantly HR, compensation and benefits professionals working in large U.S. companies. The top reasons respondents gave for planned sales compensation changes in 2011 are:
The study found that while 51 percent of companies planned to revise sales compensation plans in 2011, less than half (48 percent) had documented guidelines governing the process, manner and frequency in which sales compensation plans are reviewed and revised.
For the first time since the survey’s inception in 2005, a majority (55 percent) of organizations reported making no changes to their sales compensation plans in 2010, most notably companies in banking/finance (62 percent) and pharmaceuticals (64 percent).
“The turbulent economic environment of the last couple of years has challenged sales teams across the board. In 2010, organizations kept changes to their sales compensation plans to a minimum, focusing instead on the basics of getting their forecasts right and setting smart goals for their sales force,” said Jim Stoeckmann, CCP, sales compensation practice leader for WorldatWork. “In 2011, with a sluggish economy in the forecast, organizations are going to rethink their business strategy and will want to realign incentive pay with it,” he added.
Among other key points highlighted in the survey:
A video discussion about the survey can be viewed
Stephen Miller is an online editor/manager for SHRM.
Compensation for Sales Managers
• Sign up for SHRM’s free
Compensation & Benefits e-newsletter
You have successfully saved this page as a bookmark.
Please confirm that you want to proceed with deleting bookmark.
You have successfully removed bookmark.
Please log in as a SHRM member before saving bookmarks.
Your session has expired. Please log in again before saving bookmarks.
Please purchase a SHRM membership before saving bookmarks.
An error has occurred
Recommended for you
HR Education in a City Near You
SHRM’s HR Vendor Directory contains over 3,200 companies