Client Profile US Fortune 500 Telecommunications Company
Compelling Issue - Implementing a New Compensation Plan
This leading telecommunications company was in the process of designing a new sales incentive compensation plan. As part
of the process, sales management wanted to collect feedback from the sales force about the current plan. The
SalesRewards™ Survey provided management with the means to quickly and accurately assess their current compensation plan.
Survey Parameters
- Audience: 2000 sales people
- Timeline: 30 days (from Setup to Final Reports)
- Areas Surveyed: Plan Effectiveness, Administration, Goals, Crediting and Contests
- Sales Force Participation Rate: 30%
Survey Outcome
The SalesRewards™ Survey uncovered areas to improve the sales compensation program including:
plan communication, sales incentive statements, consistency in sales crediting, and timely delivery
of sales goals/quotas.
Additional Survey Observations
- 73% of Sales Professionals spent up to 6 hours a month calculating or checking commission/bonus payments
- 35% of Sales Professionals were not sure what factors were considered in the goal setting process
- 75% of Sales Professionals felt that the number of dollars at risk was about right
- Only 9% of Sales Professionals received their sales goals prior to the beginning of the plan period and 8% received their goals beyond three months of the beginning of the plan period
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