US Mercer SIRS® – Sales Policies and Practices Survey

Develop a competitive sales force with robust data

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 49,302 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?

Participation open: March – May

Results publish: September

2020 Results Available

61 positions published
USD 1,400

Product Details
Survey Schedule
Participating Companies
Ordering
2021 Survey Participation

Product Details

Survey Statistics

# Positions Surveyed: 158
# Positions Published: 61
# Organizations: 117
# Observations: 49,302

Based on data from the 2020 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

Industries

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 results are delivered in Mercer WIN®, giving you access to the data through a variety of customizable parameters.

Survey Schedule

Participation Opens: March 1
Participation Deadline: May 14
Date Effective: April 1
Report Available: September

Participating Companies

View a list of the participating companies included in this survey here.

Ordering

Product	Participant	Non-Participant
2020 US Mercer SIRS® – Sales Policies and Practices Survey	USD 1,400	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.
2020 results now available.

2021 Survey Participation

2021 survey participation is now closed. The act of submitting data to a survey is known as survey participation and your company is then viewed as a participant. Survey participation is open to all organizations and is required to purchase results.

Why should you participate?

Align your pay policies to the market.
Maximize your budget by making informed decisions to ensure you are not overpaying or underpaying.

To learn more about how you can become a participant, please contact us.

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