A recent report from the Alexander Group’s Sales Compensation practice found that sales departments increased sales volume 5% in 2017.
This was equal to the projected growth of 5% estimated at the end of December 2016 for 2017 performance. Meanwhile, sales leaders expect sales revenue to grow 6% this year. 2% was the median increase in incentive payments to sales personnel in 2017, matching the planned 2% increase anticipated at the beginning of the year. 2% is the projected increase in incentive payments for 2018.
More than 135 sales departments participated in the 16th annual 2018 Sales Compensation Trends Survey©. Participants provided data in November and December 2017 on what occurred in 2017 and what they plan for 2018.
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