The economic environment is driving sales compensation plans toward higher payouts for overachievers and increasing the role of incentives in the pay mix, according to a new study.

The report, Sales Compensation Programs and Practices, draws from a survey conducted in July and August by WorldatWork, a nonprofit association of total rewards professionals, and consultancy OpenSymmetry. Responses were received from 246 WorldatWork members, mostly from large North American companies, earlier this year.

Clear and Focused Metrics

The survey revealed that 71 percent of responding organizations use three or fewer performance measures in their sales compensation plans, such as total revenue and key sales objectives or milestones showing across-the-board importance for all of the salesforce. Read More