Are You Measuring the ROI of Your Sales Team? Eighty Percent of Organizations Don't
The survey examines which sales costs organizations track; best measures of sales productivity; which department leads sales compensation plan design; sales compensation plan types; variable pay frequency; sales compensation analysis tools commonly used; and more.
- The survey examines which sales costs organizations track; best measures of sales productivity; which department leads sales compensation plan design; sales compensation plan types; variable pay frequency; sales compensation analysis tools commonly used; and more.
- 22% of organizations have a defined method for calculating the cost of their sales teams; 19% of organizations have measures to determine the productivity of sales teams; 20% of organizations have both.
- When examining the return on sales expense, base salary (84%) and variable pay (71%) are the primary sales compensation costs.
- Those with sales operation responsibility are most often responsible for measuring sales compensation plan effectiveness, 31% as compared to finance (25%), HR/compensation (25%) and sales (13%).