The Alexander Group Releases Global Sales Compensation Practices Survey Findings
SCOTTSDALE, Ariz., Aug. 29, 2011 /PRNewswire/ -- Many companies are investing in governance, design, approval and automation tools to manage sales compensation more globally, according to the findings of a recent survey on global sales compensation. In general, whether companies employ a worldwide sales organization model or a local sales management model, they are striving for greater global program uniformity. More than 115 companies participated in the 2011 Global Sales Compensation Practices Survey, co-sponsored by The Alexander Group and WorldatWork.
The primary reason for global uniformity is to ensure pay program alignment with business strategy. According to the survey, a growing trend that is emerging is the adoption of global sales compensation automation solutions. However, the assignment of quotas remains a local domain expertise.
"Global sales management practices continue to gain stature and application. Sales compensation—once considered the domain of local country management—reflects this trend with most companies now providing HQ principles and processes for worldwide sales teams to follow, " said David Cichelli, the survey editor and a senior vice president at the Alexander Group.
Jim Stoeckmann, sales compensation practice leader for WorldatWork, added, "When it comes to sales compensation practices, the globe just continues to shrink. Organizations are being asked to create sales compensation frameworks that are applicable on a worldwide basis."
Participants provided data during the months of July and August. The participants responded to questions regarding: annual design process; governance: global versus local; trends in program global uniformity; automation support; government regulations and restrictions; labor/works council practices; cultural and social norms; and survey sources.
To view more findings from the survey, download a free executive summary at www.salescompsolutions.com.
About the Survey Sponsors
The Alexander Group, Inc. - Preferred Consultants to Premier Sales Organizations
The Alexander Group provides sales management consulting services to the world's leading sales organizations, serving Global 2000 companies from across all industries. Founded in 1985, the Alexander Group combines deep experience, a proven methodology and data-driven insights to help sales leaders anticipate change, align their sales force with company goals and make better informed decisions with one goal in mind – to grow sales. The Alexander Group has offices in Atlanta, Chicago, San Francisco, Scottsdale and Stamford. To learn more about Alexander Group's services visit www.alexandergroup.com or call 480.998.9644.
WorldatWork
WorldatWork (www.worldatwork.org) is a not-for-profit organization providing education, conference and research focused on global human resources issues including compensation, benefits, work-life and integrated total rewards to attract, motivate and retain a talented workforce. Founded in 1955, WorldatWork has nearly 30,000 members in more than 100 countries. Its affiliate organization, WorldatWork Society of Certified Professionals®, is the certifying body for the prestigious Certified Sales Compensation Professional™ (CSCP™) and other professional designations. WorldatWork has offices in Scottsdale, Arizona, and Washington, D.C.
SOURCE The Alexander Group, Inc.
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