How Compensation Impacts Sales Organization Quality and Performance
Exciting New Sales Organization Research!
Salespeople and sales leaders alike know that compensation can be a strong motivator, but it usually comes at a high budgetary cost. This leads many to ask what the real impact of compensation might be on overall sales professionals’ satisfaction and performance. This study explores the answer to that question.
Nearly 800 sales professionals participated in a sales organization performance study by completing an extensive 42-question survey. Participants were asked to share their opinions on their sales organization and personal details on their company’s compensation. In exchange for their candor, it was agreed their names and organizations would remain anonymous.
Twenty-two percent of survey participants were top-level sales leaders, such as vice president of sales; 14 percent front-line sales managers, who manage salespeople; 17 percent were hybrid sales managers, who sell directly to customers and manage other salespeople; and 47 percent were salespeople, who carry their own quota.
OTHER INTERESTING SALES ORGANIZATION RESEARCH: