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Greetings!
Ever wonder how other companies are changing their sales compensation plans to adjust to the economic downturn? Ever wonder if you're the only company that aggravates its sales force by changing the sales comp plan every year? How about the reasons behind other companies' sales comp change initiatives? I thought so, which is why I'm sharing with you the results of the latest WorldatWork Survey of Sales Incentive Plan Revisions. I had the opportunity, once again, to partner with WorldatWork in developing this sales comp survey and think you'll find the report of interest. Let me know if you have questions and be sure to share with me topics you'd be interested in reading about in future newsletters.
Best regards, |
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| J. Mark Davis |
WorldatWork 2009 Survey of Sales Incentive Plan Revisions
In the fall of 2009, WorldatWork launched its latest survey of sales compensation practices. A total of 977 respondents participated in the survey. When compared with the results of prior years' surveys, the results of the 2009 survey reflect the difficult economic climate and highlight how companies are adjusting sales compensation plans in light of economic conditions. Relative to the 2008 survey results in particular, more companies report changing their sales compensation plans to place more emphasis on sales profitability, winning new business, and selling new products. Click here to view the complete survey report. |
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Excerpts from Client Testimonials
"Thank you for your outstanding support through the process of clarifying our sales organization structure and sales force compensation system. As you know, there was a lot going on for us organizationally during your involvement. However, your professional demeanor and responsiveness to the evolving situation helped pave the way to the more stable and successful sales organization we enjoy today."
Stuart DePina |
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Opportunities to Invest in your Learning and Development!
Mark is speaking at the WorldatWork Total Rewards Conference on May 18th in Dallas on "The Myth of Planned Obsolescence: Why the Sales Comp Plan Must Change." Click here for details and registration... Mark will be presenting a webinar on sales compensation design through the EcSELL Institute on September 13. Stay tuned for more details... |
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Mark's latest book, Sales
Compensation Math, is
available through WorldatWork's online
bookstore.
Click here to order...
Mark also is a contributing author to The Sales Compensation Handbook - Second Edition. Order this seminal text on Amazon.com. |
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Ways to Engage Mark
I'm frequently asked, "Mark, how do you structure your work with clients?" The short answer is, "In any way that makes sense for the client situation!" Here are three ways I most often engage with clients:
My goal is to structure my engagements to add value in a way that makes the most sense for an individual client situation. Contact me if you'd like to schedule a call to discuss your situation. |
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| by George Bernard Shaw |
"We don't stop playing because we grow
old, we grow old because we stop
playing."
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