Sales Force: Policies and Remuneration Financial Sector

Designed to support variable compensation practices for sales positions, the Sales Force Incentives Colombia and Panama Survey will help companies structure their administrative processes.

This survey focuses on Financial companies for: Colombia and Panama, analyzing commercial structures of all types of banking (Personal, SMEs, Corporate, Business and Investments).



  • Overview


This survey analyzes detailed information about:
  • Structure of the Sales area
    • Area Segmentation
    • Functions and Positions
    • Head Count
    • Span of Control
    • Turnover
  • Wage Mangement Parameters
    • Policy Definition
    • Market Positioning
    • Salary Increases
    • Policy administration and tools
  • Performance compensation model
    • Payment method
    • Payment mix
    • Fullfilment curve and Payment curve
    • KPI
    • Goal setting
    • Conditions/Triggers
  • Complementary practices
    • Extraordinary /Sporadic incentives
    • Tools and Benefits
What do you receive?

As a participant: You will receive an executive report in PDF with a brief summary of the main findings of the study according to the industry and country in which you participated.

As a buyer: Companies that acquire the study will have access to 100% of the results in a PDF report by country and by industry according to their participation

Comparative report: You can also acquire a comparative report against the general market or a specific sample of at least 10 participating companies.


  • Colombia
  • Panama

October 6, 2017

Results Presentation

November 2017


Martín Figueredo:
Juan Camilo Terront:
Juan Bastidas:

  • Ordering TypePDF
  • IsOrderingSetNo
  • Compensation GridShow
  • Short DescriptionSales Force: Policies and Remuneration Financial Sector
  • RegionUS