Sales Incentive Practices and Car Policy Study

Designing an effective sales incentive plan is critical to the long-term success of any organization. Sales incentive plan design must align with the financial vision of the organization and attract and motivate sales talent. To help analyze key design priorities, our annual study provides you with detailed information on the crucial plan design elements you will need to consider when creating a world-class compensation offering to your sales team, including car policies.


Survey Scope

By making our entire suite of market practice studies automatically available to Radford Global Compensation Database participants, and complimentary to everyone who provides a complete and timely submission, we’ve maximized our data collection efforts. Our most recent Sales Incentive Practices and Car Policy Study includes:

1050+

Sales Incentive Practice
Participants

480+

Car Policy
Participants

12

Surveyed
Countries

Covered Practices

Our Sales Incentive Practices and Car Policy Study covers the following key market practices:

 

Sales Team Organization

Sales Plan Design
  • Components of target total cash
  • Quota setting/attainment
  • Incentive payout curve
  • Threshold/cap
Special Plan Situations
  • Multi-year sales
  • Windfall treatment
  • Leave of absence

Sales Incentive Management
  • Payout frequency
  • Draws
Sales Performance Funding Formula (SPIFF)

Recognition/Award Program

Equity


Car Policy
  • Allowances
  • Car-related benefits
  • Environmental policy
  • Company lease policy

Timing

Our Sales Incentive Practices and Car Policy Study is conducted once a year with the following general schedule:

  • Data collection opens — February 2024
  • Data collection closes — Initial due date August 2024; Data collection will continue through October 2024
  • Results published — December 2024

Results

Results for the Sales Incentive Practices and Car Policy Study are provided in a PDF format. Separate reports are created for sales incentive practices and car policies.


Eligibility

Access to the Sales Incentive Practices and Car Policy Study is limited to Radford Global Compensation Database participants. All clients are automatically invited to submit data once a year via an online questionnaire posted on the Radford Network®. To check on your company's submission status, visit the input page on the Radford Network and look for the "Sales Incentive Practices" and "Car Policies" tiles.


Pricing

All Radford Global Compensation Database participants who provide a complete and timely submission to the Sales Incentive Practices and Car Policy Study will receive a complimentary copy of overall study results at the time of publication. Custom peer group analysis can be purchased separately at additional cost.

Radford Global Compensation Database participants who do not submit information to this study can purchase overall study results for a fee at the time of publication.

Participation in the Radford Global Compensation Database is required to join this study. To learn more about your survey participation options, click here.

 



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