Wholesale / Distribution Compensation & Benefits Benchmarking Report 2012 Wholesale / Distribution Benchmarking Report | Page 24

2012

COMMISS
SIONS TO INSIDE SAL
I
LES PERSO
ONNEL
COMP
PANIES OFFERI
ING COMMISSIO TO
ON
INSIDE SALES PERSONNEL
S
(26 companie responding)
es

COMMISSI
ION CALCULATION METHODS
for o
outside sales pe
ersonnel

9%

55%

58%

18%

42%

0
0%
18%
% o gross profit
of
Yes

% of sales goa
als

% o gross sales
of

No

% of net profit
% of net sales

Other

BONUS
SES TO INS
SIDE SALES PERSONN
S
NEL
BONUS CALCULATION METHODS
for in
nside sales per
rsonnel

COMP
PANIES OFFERI
ING BONUSES T
TO
INSIDE SALES PERSONNEL

(28 companies responding)

4%

54
4%

21%
68%

9%
4%

8%

32
2%
Discre
etionary
Yes

% of net profit

Goal achiev
vement

% of g
gross sales

No

& of net sales

Other

BONU
USES TO NON-SALES PERSONNE
NO
EL
BONUS CALCULATION METHODS
N
for non-sales pers
r
sonnel

COMPANIES OFFERIN BONUSES TO
NG
NON-SALES PE
ERSONNEL

(2 companies responding)
28
r

7%
50%
%

79%
%

27%

4%
4%
21%
2
Yes

No

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

Discretionary
Goal achievemen t
pensation
% of current comp

8%
% of net profit
% of gross sales
Ot
ther

pa 20
age