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HR Policy & Practice Reports
This report provides both HR practitioners and Sales Managers with an understanding of the structure of current and future sales commission plans in Australia and NZ.
Market trends in commission plan design is discussed in detail. Topics covered in the report include:
- Part One: Opening Questions
| - | Structure of sales teams |
| - | Types of product/services typically sold |
| - | Sales team commission schemes |
| - | Commission schemes for global/regional offices |
| - | Distinct/different commission schemes |
| - | Eligibility for commission |
- Part 2: Commission Scheme Design
| - | Measures by which sales targets are set |
| - | Commission plans reflecting desired product mixes |
| - | Number of performance measures used in commission plans |
| - | Frequency of target reviews |
| - | Commission paid at target |
| - | Commission limits/caps/ceilings |
| - | Commission floors |
| - | Exceeded target accelerators |
| - | Commission payment authorisation |
| - | Communication of commission |
| - | Windfall sales |
| - | Split sales credit |
- Part 3: Commission Payments
| - | Staggered commission payments |
| - | Long sales cycles |
| - | Frequency of commission payments |
| - | Guaranteed commission payments |
| - | Recognition of revenue |
| - | Sales commission costs |
| - | Average commission |
- Part 4: Practice & Intentions
| - | Past commission payments |
| - | Changes to remuneration for sales staff |
| - | Motivation |
| - | Sales club/recognition |
- Part 5: Case Studies
| - | Case Study: Fujifilm Australia |
| - | Case Study: EDS Australia & NZ |
| - | Case Study: Ericsson Australia |
The report features information collected from 97 Australian and New Zealand organisations. Market trends for Australia and New Zealand are reported separately.
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