Base pay raises for sales personnel are expected to return in 2012, according to the findings from the 2012 Sales Compensation Trends Survey, by the Alexander Group and WorldatWork.
In fact, 75 percent of respondents anticipate giving grant base pay increases of 3 percent, which is up 2011's figure at 65.15 percent.
"Compensation planners are once again providing base pay increases to sales personnel when base pay is part of the compensation package," says David Cichelli, senior vice president of the Alexander Group and survey editor. "The survey results show slow economic thaw has finally reached the base pay program for sales personnel."
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Jim Stoeckmann, a WorldatWork Certified Sales Compensation Professional and practice leader, also agrees and says, "The upturn in sales department spending for 2012 reported by the survey participants means more positive news for the economy that seemingly took a minor pause in 2011."
The survey also finds that 37.4 percent of respondents paid more than their incentive budget in 2011, with 5 percent being the median incentive payout increase from 2010 to 2011. For 2012, 5 percent is the median projected increase in sales department spending.
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