As the pace of the COVID-19 pandemic varies significantly between locations around the world, there is no way to predict what the full economic impact is likely to be. In Australia, there have been some industries experiencing significant increases to demand. However, with the International Monetary Fund (IMF) predicting a 6.7% decline in GDP in 2020[1], the majority of organisations are facing a severe downturn in revenue and are assessing their labour cost management strategies[2] in response. 
 

For organisations with sales functions, the current market disruption is forcing the need to evaluate temporary changes to sales incentive plans. Balance is needed between maintaining engagement and motivation, while also sustaining labour cost management strategies.  
 

To provide you with insights into current conditions, Mercer will conduct a series of pulse surveys with results available in May and again in August to keep you informed of emerging trends. The first pulse survey is now open. 

 

Key Dates for your calendar: 

  • Pulse survey 1: Data collected 14 Apr to 15 May  |  Results available: 21 May
  • Pulse survey 2: Data collected 22 Jul to 14 Aug  |  Results available: 21 Aug


This 5-minute pulse survey will share what organisations are doing now and are planning to do in coming months to manage the structure and administration of sales incentive plans. All participants will receive a complimentary results report.

 


Trends and insights captured in the pulse surveys will also be included in the Australian Sales Incentive Survey released in December 2020.

 

What is the Australian Sales Incentive Survey?

The Australian Sales Incentive Survey is the definitive reference guide for organisations monitoring the competitiveness of their sales incentive plan offering. The survey provides data on sales plan designs across the Australian market, enabling organisations to effectively benchmark and competitively align their sales incentive plans. The survey includes data from a number of leading sectors and sales job types. 

 

The report covers a wide range of design elements, including:
 

  • Plan structures for different sales functions
  • Performance thresholds and measurements
  • Quota mix and duration
  • Sales recognition programs
  • Caps on incentive payments

 


 

2019 Australian Sales Incentive Survey report

Following the release of the survey, all participating organisations will receive a customised insights dashboard with key benchmarks for their organisation. Participants also have exclusive access to post survey insights webinar, hosted by Mercer subject matter experts, to share key survey findings and current market practice. 


 

 Pricing options*

Participant

Non-Participant

 General market report

$1,705

$3,410

 Industry specific report

$2,050

$4,100

 Bundle - General market report + Industry specific report 

$2,930

$5,855

 

*All prices are in AUD and include GST. Customised reports/peer cuts are available upon request. 


 

 Key 2020 Dates^

 

 Participation

September 2020

 Results release

December 2020

 Post survey trends (survey participants only)

February 2021

 Public insights webinar

February 2021

^Dates subject to change without notice.
 

For more information, contact Jessica Balcombe.

 

Did you know Mercer can help tailor sales incentive plans to suit your organisation?
Click the button below to learn more.

[1] https://www.imf.org/en/News/Articles/2020/04/16/tr041520-transcript-of-april-2020-asia-and-pacific-department-press-briefing

[2] https://www.mercer.com.au/our-thinking/workforce-and-career/managing-your-labour-costs-for-the-rebound-six-workforce-management-strategies-to-minimise-labour-costs-through-and-beyond-COVID-19.html

Speak with a Mercer Consultant

For more information on participating in the Australian Sales Incentive Survey or to purchase the 2019 Australian Sales Incentive Survey please complete your details below

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