Sales compensation planning in a volatile economic environment is uniquely challenging. On the one hand, there’s the need for tight budget control. But it’s also true that wellcompensated and, therefore, motivated account executives (AEs) are one of a company’s best hopes for achieving balanced growth and profitability.
The survey also focused on incentive compensation plan design and how compensation is calculated and communicated to AEs and sales development representatives (SDRs).
Our findings provide a benchmark for sales compensation management, which you can use to maximize your Sales team's performance and productivity in 2024. This includes the technology used to design, calculate, and share compensation plans; how companies determine base salary vs. variable compensation for Sales teams; and the implications of quota achievement rates and employee retention.