US Mercer SIRS® – Sales Policies and Practices Survey

Develop a competitive sales force with robust data

US Mercer SIRS Sales Policies and Practices Survey image

Assigning and designing policies and practices for your sales team can be challenging. Without these standards in place though, you risk losing talented sales professionals to your competitors. By keeping up with the latest trends and best practices, get one step closer to finding, keeping, and motivating the sales team you need for continued success.

Develop an ideal talent strategy with the US Mercer SIRS® – Sales Policies and Practices Survey. Leverage data from over 24,000 employee observations to learn how to keep your employees engaged. Influence your company’s policies with robust data across the Consumer Products, Life Sciences, High Technology - STEM, and Airline and Transportation industries. For decisions that are both cost effective and strategically focused, analyze the data across key components, such as:

  • Approaches to assigning sales responsibilities
  • Car benefit/allowance eligibility
  • Compensation philosophy for sales staff
  • Practices for performance below and above quota
  • Target incentive calculation and much more
Is your sales team motivated to drive the results you need?
  • Overview
  • Product Details
  • Survey Schedule
  • Participating Companies
  • Ordering
  • 2019 Participation


This survey is built upon a time-tested, level, and logical salary benchmarking system that helps clients maximize the potential of their compensation strategy, regardless of organizational structure. The SIRS system assesses organizational structure against industry norms, evaluating for external competitiveness while highlighting issues of internal equity.

Delivered in fully customizable formats
Survey results are delivered in Mercer WIN®, giving you access to the data through a variety of customizable parameters — including geography, industry, company size, and more. Efficiently organize and analyze the information with Mercer WIN, which enables you to:

  • Compare job descriptions side by side.
  • Change pay elements to support the right level of analysis.
  • Perform function and career-level analysis.
  • Export your data for integration into other systems (data also available as an Excel file).
  • Run presentation-quality detailed or summary reports.

Salary Survey Methodology
Mercer surveys are designed using the most accurate and up-to-date market data practices. Data is collected from HR professionals at participating organizations and then analyzed for validity, thoroughness, and market representation based on the organization's size, structure, geographic region, or a combination of these factors. A minimum number of incumbents, organizations, and distinct organizations are required in order to report each data element. If minimums are not met, the market data is suppressed, ensuring you the highest level of data confidentiality.

Product Details

Survey Statistics

  • # Positions Surveyed: 42
  • # Positions Published: 39
  • # Organizations: 127
  • # Observations: 24,857
  • Based on data from the 2018 US Mercer SIRS - Sales Policies and Practices Survey. Data minimum and suppression rules account for the difference between the number of positions surveyed and published.

    Data Collected

    • Approaches to assigning sales responsibilities
    • Car benefit/allowance eligibility
    • Compensation philosophy for sales staff
    • Practices for performance below and above quota
    • Sales incentive and short-term incentive targets
    • Sales incentive plan changes under consideration
    • Sales incentive plan components and weights
    • Target incentive calculation
    • Transfer and relocation policies for sales staff

    Data Analyzed


    • Airlines & Transportation
    • Consumer Products
    • High Technology - STEM
      • Aerospace & Defense
      • Electronics
      • Energy (includes clean energy)
      • Systems
      • Technical Services
      • Manufacturing
      • Research and Development
    • Life Sciences
      • Agricultural Sciences
      • Animal Health
      • Biotechnology
      • Contract Healthcare Services
      • Medical Devices
      • Pharmaceutical

    Survey Schedule

    • Participation Opens: March 5
    • Participation Deadline: April 15
    • Date Effective: April 1
    • Report Available: September

    Participating Companies

    • Abbott Laboratories
    • AbbVie, Inc.
    • Abcam, Inc.
    • Acelity L.P., Inc.
    • Acorda Therapeutics, Inc.
    • Alexion Pharmaceuticals, Inc.
    • Alkermes, Inc.
    • AmerisourceBergen Corporation
    • Amgen, Inc.
    • Apotex Corp.
    • Aratana Therapeutics, Inc.
    • Arthrex, Inc.
    • AstraZeneca US
    • Becton, Dickinson and Company
    • Biogen, Inc.
    • BioMarin Pharmaceutical, Inc.
    • bioMerieux, Inc.
    • BioTelemetry, Inc.
    • Bioverativ, Inc.
    • Boehringer Ingelheim Vetmedica, Inc.
    • Bristol-Myers Squibb Company
    • BWX Technologies, Inc.
    • Califia Farms, LLC
    • Callaway Golf Company
    • Canon USA, Inc.
    • Cantel Medical Corp.
    • Cardinal Health, Inc.
    • Cardiovascular Systems, Inc.
    • Celgene Corporation
    • CGI Technologies and Solutions, Inc. US
    • Church & Dwight Co., Inc.
    • Clorox Company, The
    • Cochlear Americas
    • Colgate-Palmolive Company
    • Colgate-Palmolive Company - Hill's Pet Nutrition, Inc.
    • Coloplast Corporation
    • Concordia Healthcare Corp
    • Corning, Inc.
    • Crestron Electronics, Inc.
    • CSL, Ltd.
    • Daiichi Sankyo, Inc.
    • Danaher Corporation
    • Deere & Company
    • Delta Air Lines, Inc.
    • DJO Global, Inc.
    • Dr. Reddy's Laboratories, Inc.
    • Draeger Medical Systems, Inc.
    • Endologix, Inc.
    • Energizer Holdings, Inc.
    • Exelixis, Inc.
    • F. Hoffmann La-Roche, Ltd. - Roche Diagnostics Corporation
    • F. Hoffmann La-Roche, Ltd. - Ventana Medical Systems, Inc.
    • Fresenius Kabi USA
    • Fresenius Medical Care North America
    • Fujifilm Medical Systems U.S.A., Inc.
    • Gehl Foods, LLC
    • Gilead Sciences, Inc.
    • Glaukos Corporation
    • GlaxoSmithKline
    • Hallmark Cards, Inc. - Crayola, LLC
    • Haworth, Inc.
    • Henkel Corporation
    • HM Clause
    • Hollister, Inc.
    • Horizon Pharma, Inc.
    • Impax Laboratories, Inc.
    • Incyte Corporation
    • Integra LifeSciences Holdings Corporation
    • Intercept Pharmaceuticals, Inc.
    • Ipsen Biopharmaceuticals, Inc
    • Ironwood Pharmaceuticals, Inc.
    • Johnson Controls, Inc.
    • Kimberly-Clark Corporation
    • Lannett Company, Inc.
    • Lantheus Medical Imaging, Inc.
    • Leadiant Biosciences, Inc.
    • LEO Pharma, Inc.
    • LifeNet Health
    • Luitpold Pharmaceuticals, Inc.
    • Lundbeck US
    • Mallinckrodt Pharmaceuticals
    • Maquet Getinge Group
    • Mattel, Inc.
    • Medtronic, PLC
    • Newell Brands, Inc.
    • North American Science Associates, Inc.
    • Novartis Pharmaceuticals Corporation
    • Novo Nordisk, Inc.
    • Oak Ridge National Laboratory
    • Olympus America, Inc.
    • Ortho Clinical Diagnostics, Inc.
    • Otsuka America Pharmaceuticals, Inc.
    • Panasonic Avionics Corporation
    • PepsiCo, Inc.
    • PRA Health Sciences, Inc.
    • Prime Therapeutics, LLC
    • PuraCap Pharmaceutical, LLC
    • Ranir, LLC
    • Reckitt Benckiser, Inc.
    • Regeneron Pharmaceuticals, Inc.
    • Reynolds American, Inc. - R. J. Reynolds Tobacco Co.
    • Sanofi US
    • Seattle Genetics, Inc.
    • Shionogi, Inc.
    • Shire Pharmaceuticals Ltd.
    • Southwest Airlines Co.
    • Spectrum Brands Holdings, Inc.
    • StandardAero
    • Sun Pharmaceutical Holdings USA, Inc.
    • Sunovion Pharmaceuticals, Inc.
    • Syneos Health, Inc.
    • Takeda Pharmaceuticals U.S.A., Inc.
    • Terumo BCT, Inc.
    • Teva Pharmaceutical USA, Inc.
    • The Cooper Companies - CooperVision
    • Thermo Fisher Scientific, Inc.
    • UCB, Inc.
    • United Therapeutics Corporation
    • Upsher-Smith Laboratories, LLC
    • Vertex Pharmaceuticals, Inc.
    • Vilmorin North American
    • Virbac Corporation
    • W.L. Gore & Associates, Inc. - Medical Products Division
    • Walgreens Boots Alliance, Inc. - Walgreen Co.
    • Waters Corporation
    • Wright Medical Group N.V.
    • Zimmer Biomet Holdings, Inc.


    Product Participant Non-Participant
    2018 US Mercer SIRS® – Sales Policies and Practices Survey USD 1,200 N/A

    Please note:

    • Pricing may vary for multi-entity organizations.
    • Individuals or companies using Mercer data for consulting services or commercial purposes are subject to different rates. Please call for more information.

    2019 Participation

    2019 Survey Participation is now closed. Survey participation is open to all organizations with matching jobs and is not required to purchase results. To learn more about how you can become a participant, please contact us. As a survey participant, you do receive key benefits:

    • A discount on survey results!
    • An exclusive invitation to survey events - attend results webcasts and meetings where Mercer consultants will review the results and identify market trends and factors. You'll also be able to ask questions directly related to your organization.
    • Ensure your data is included in the market results - easily determine your market position with customized reports that compare your company data to your peers.
    • Sub TitleDevelop a competitive sales force with robust data
    • Ordering TypePDF
    • IsOrderingSetNo
    • AdministrativeFees20
    • Compensation GridShow
    • Short DescriptionSales policies & practice information on a company-wide basis plus sales roles.
    • RegionUS