2012 Culpepper Sales Compensation Practices Survey

The 2012 Culpepper Sales Compensation Practices Survey focuses on sales compensation plan design and policies in the U.S. and Canada. This report includes market data and best practices for a variety of sales compensation practices, including:

• Pay Mix
• Cash Compensation Components
• Cash Pay Mix (Base to Incentives)
• Cash Incentive Mix (Commissions to Bonuses)
• Leverage (Targeted Upside)
• Quotas & Performance Measures
• Sales Incentive Plan Characteristics
• Link Designs
• Draws and Salary Supplements
• Sales Credit Rules
• Incentive Payments for Multi-Year Service Contracts and Maintenance Agreements
• Minimum Performance Thresholds
• Maximum Caps, Payout Limiters, and Techniques to Limit Sales Incentives
• Commissions
• Performance Bonus Structures
• Other Sales Compensation Programs
• SPIFFs (Special Performance Incentive Funds)
• Sales Recognition Programs
• Non-Cash Award Programs
• Automobile Plans
• Sales Headcount Distribution

Datasets for the U.S. include the following data cuts and breakouts:

• Sales Position
• Sales Executives
• Sales Managers
• Direct Field Sales: New Accounts
• Direct Field Sales: Existing Accounts
• Direct Field Sales: New & Existing Accounts
• Direct Inside Sales: Inbound
• Direct Inside Sales: Outbound
• Direct Inside Sales: Inbound & Outbound
• Indirect Sales Reps (e.g., Channel/Merchandise/OEM)
• Overlay Sales Specialists
• Business Development
• Pre-Sales Technical Support
• Industry Sector
• Hardware/Electronics/Semiconductors
• Internet/Telecom
• IT Services & Consulting
• Medical Devices & Equipment
• Software
• Products vs. Services Sold
• Products
• Services
• Mix of Products & Services
• Sales Channel
• Direct Sales
• Distributor/Wholesaler
• Type of Customer
• Business (B2B)
• Consumer (B2C)

Report Format
Comprehensive results are available across three different files:

1. 2012 Culpepper Sales Compensation Practices Survey Overview Report (March 2012)
   (24 pages)
2. 2012 Culpepper U.S. Sales Compensation Practices Survey Data Tables (March 2012)
   (79 data tables across 21 Excel worksheets)
3. 2012 Culpepper Canada Sales Compensation Practices Survey Data Tables (March 2012)
   (26 data tables across 21 Excel worksheets)

Data Source
Culpepper Sales Compensation Practices Survey of 187 participating organizations in the U.S.
and 17 participating organizations in Canada.

Survey Dates: October 5, 2011 through February 1, 2012.

Availability / Pricing / Order Form

• Free to participants in 2012 Culpepper Sales Compensation Practices Survey.
• Free to Culpepper Library and Culpepper Small Business Plus subscribers.
• $695 USD for non-participants and non-subscribers.

Order Form

Compensation Surveys

• Overview
• Available Surveys
• Advantages of Culpepper Surveys
• Jobs
• Industry Sectors
• Geography: Countries & Cities
• Report Outputs & Tools
• Pay Practices & Trends
• Participants
• Participation Requirements
• Survey Methodology
• Survey Guide
• Compare Survey Packages
• Pricing and Order Forms

Compensation Services

• Overview
• Job Matching Service
• Data Submission Service
• Custom Compensation Reports
• Benchmark Reporting Service
• Consulting Services

Sales Compensation Survey

The Culpepper Sales Compensation Survey provides global data and includes over 90 sales job families covering sales executives, corporate development executives, sales management, sales operations, business development, contract operations, field sales, inside sales, product specialist sales, strategic account sales, channel sales, and government sales. Job specialities by type of product and service include: biotechnology, contract research, clinical lab services, diagnostic substances, digital advertising, digital content and online services, electronics, IT services, medical devices, medical and scientific equipment, medical supplies and products, physician liaison, pharmaceutical, software, solar, and telecom network services.
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