Wholesale / Distribution Compensation & Benefits Benchmarking Report 2012 Wholesale / Distribution Benchmarking Report | Page 23

2012

Many positions within wholesale/
n
/distribution companies today are aw
warded bonuses and
sions based on performa
ance. This ye
ear’s survey asked how commission and bonuses
y
ns
commiss
were dist
tributed amo outside sales, inside sales and n
ong
s
e
non-sales pe
ersonnel.
COMMISS
SIONS TO OUTSIDE SA
O
ALES PERS
SONNEL
COMMISSIO CALCULATION METHODS
ON
for o utside sales pe
ersonnel

COMP
PANIES OFFERI
ING COMMISSIO TO
ON
OUTSIDE SALE PERSONNEL
ES
L
(30 companie responding)
es

16%

0% 5%
67%
47%

11%
33%
Yes

21%

% o gross profit
of

% of net profit

% of sales go
oals

% o gross sales
of

No

% of net sales

Other

BONUS
SES TO OUT
TSIDE SALE PERSON
ES
NNEL
BONUS CALCULATION METHODS
S
N
for o
outside sales personnel

COMP
PANIES OFFERI
ING BONUSES T
TO
OUTSIDE SALES PERSONNEL
O
S

(29 companies responding)

7%

6%

2
27%
46%
45%
7%

7%

0%

Discre
etionary

Yes

No

% of gross profit

% of n profit
net

55%

G
Goal achievement

% of n sales
net

% of current compe
ensation

Other
r

© Barnes Dennig & Co Ltd. and US Midwest
o.,
SI

pa 19
age