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, 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 89,000 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, 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?

Survey Details at a Glance
  • Overview
  • Product Details
  • Survey Schedule
  • Participating Companies
  • 2019 Participation
  • Ordering


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


  • Number of Positions: 72
  • Number of Organizations: 131
  • Number of Observations: 89,431
  • Based on data from the 2018 US Mercer SIRS® – Sales Policies and Practices Survey

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
    • Aerospace & Defense
    • Electronics
    • Energy (includes clean energy)
    • Systems
    • Technical
    • Manufacturing
    • Research and Development
  • Life Sciences
    • Agricultural
    • Animal Health
    • Biotechnology
    • Contract Healthcare Services
    • Medical Devices
    • Pharmaceutical

Survey Schedule

  • Participation Opens: March 2
  • Participation Deadline: April 16
  • Date Effective: April 1
  • Report Available: August

Participating Companies

View list of participating companies included in this survey.

2019 Participation

2019 Survey Participation opens March 2. The SIRS survey results are available for purchase by survey participants only. To become a participant in the 2019 survey, please request materials using the form below. A member of the Mercer SIRS Support Team will contact you with more information.

Request Participation Materials

As a survey participant you do receive key benefits:

  • Access to survey results which are available for purchase by survey participants only.
  • 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.
  • The ability to see your data aligned with the market when results are produced in Mercer WIN®, our interactive product delivery platform. Mercer WIN also gives you the ability to create custom reports and peer groups to see how you compare to other companies.


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

Please note:

  • Base price includes two users; additional users may be added at additional rates.
  • Pricing varies for multi-entity organizations. This survey is only available to participants. If you are interested in purchase options, complete this form and a SIRS consultant will contact you.
  • Individuals or companies using Mercer data for consulting services or commercial purposes are subject to different rates. Please call for more information.
  • 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