Alexander Group Survey: Sales Managers Confident in 2013 Sales Growth Projections
Sales executives' views toward sales growth in 2013 is trending positive, according to the results from the “2013 Sales Compensation Trends Survey,” sponsored by The Alexander Group and WorldatWork. In 2013, sales leaders expect sales revenue growth of 8.4 percent, up 2.4 percent from the 6 percent sales volume growth in 2012 reported by the survey participants.
Although the 6 percent growth in 2012 was the same increase that occurred in 2011, it was below the anticipated 7.5 percent projected for 2012 at the start of last year. “What makes the 2013 projection interesting is the degree of sales confidence in the 2013 sales forecast,” said David Cichelli, survey editor and senior vice president of The Alexander Group. “Over 80 percent of the reporting companies believe they will reach their 2013 objectives. This high number suggests the fog of economic uncertainty is lifting.”
- Sales department costs rose 3.7 percent in 2012. Companies plan to increase total compensation costs by 3 percent in 2013.
- Staffing level changes in 2013 will be moderate with 50 percent of the companies planning to add headcount. Expected turnover will continue in 2013 at a 10 percent rate.
- Most companies' sales compensation programs were effective in 2012 with minimal mid-year changes to quotas and plan designs.
- More than 90 percent of the participants will make some modification to their 2013 sales compensation program. Seventy-three percent will grant base pay increases a median 3 percent.
More than 125 companies participated in the 11th annual survey. Participants provided data in December on questions regarding: sales projections, budgets, headcounts and sales compensation plan changes for 2013, as well as the outcomes from 2012, quota performance and long-term incentives.
To view more survey results, download a free executive summary at www.salescompsolutions.com.
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. The firm has offices in Atlanta, Chicago, San Francisco, Scottsdale and Stamford. Visit www.alexandergroup.com.
WorldatWork (www.worldatwork.org) is a nonprofit human resources association for professionals and organizations focused on compensation, benefits, work-life effectiveness and total rewards – strategies to attract, motivate and retain an engaged and productive workforce. WorldatWork has offices in Scottsdale, Ariz., and Washington, D.C.
The Alexander Group
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