Global Sales Compensation Practices Revealed

SCOTTSDALE, Ariz.--()--Many companies continue to aim for greater sales compensation global consistency, according to the “2011 Global Sales Compensation Practices Survey.” Sponsored by The Alexander Group and WorldatWork, more than 115 sales departments provided responses to the survey.

“The results confirm that more companies are moving to a global platform for managing sales compensation programs”

“The results confirm that more companies are moving to a global platform for managing sales compensation programs,” 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.”

Participants responded to questions regarding: annual design process; global versus local governance; trends in program global uniformity; automation support; government regulations and restrictions; labor/works council practices; cultural and social norms; and survey sources.

Survey Highlights

  • 71.79% of the companies made substantive changes to their sales compensation plan for this fiscal year.
  • 43.86% of the survey participants expect to change their sales compensation plan for next fiscal year.
  • 77.78% follow global (corporate 59.83% and business unit 17.95%) practices when setting a pay plan competitiveness philosophy.

To view more findings from the survey, download a free Executive Summary at

About the Survey Sponsors

The Alexander Group, Inc.

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 firm has offices in Atlanta, Chicago, San Francisco, Scottsdale and Stamford. Visit


WorldatWork ( 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, Ariz., and Washington, D.C.


The Alexander Group
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