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 47,449 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

2019 Results Available

  • 20 positions published
  • USD 1,300
  • Product Details
  • Survey Schedule
  • Participating Companies
  • Ordering
  • 2020 survey participation

Product Details

Survey Statistics

  • # Positions Surveyed: 37
  • # Positions Published: 20
  • # Organizations: 121
  • # Observations: 47,449
  • Based on data from the 2019 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 results are delivered in Mercer WIN®, giving you access to the data through a variety of customizable parameters.

    Survey Schedule

    • Participation Opens: March 5
    • Participation Deadline: May 1
    • 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
    2019 US Mercer SIRS® – Sales Policies and Practices Survey USD 1,300 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 results now available.

    2020 survey participation

    2020 Survey Participation is now closed. Survey participation is open to all organizations with matching jobs and is required to purchase results. The act of submitting data to a survey is known as survey participation and your company is then viewed as a participant. To learn more about how you can become a participant, please contact us. As a survey participant, you do receive key benefits:

    • 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
    • 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

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