In these unprecedented times, organisations in Australia are faced with challenging economic uncertainties. High levels of unemployment and low levels of GDP growth, not seen in almost three decades, have led to restricted remuneration budgets and slow sales performance.


Organisations are rethinking their sales performance targets and measures  in order to better motivate sales staff and drive growth within the business. Selecting the right performance indicators to include into sales incentive plans will prove critical as organisations look to more closely align performance with business objectives. 


The 2021 Australian Sales Incentive Survey will provide empirical data to inform and support the design of competitive sales plans that will drive the right performance.  


Data Collection for the 2021 Australian Sales Incentive Survey is now closed. Visit the product page for more information on purchasing the survey.



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“Over a third of organisations have adjusted their sales performance targets as a result of the current economic climate. Forty-six percent of these organisations achieved this by reducing their quotas to reflect a decline in anticipated revenue” – Mercer Sales Incentive Pulse Survey, August 2020
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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 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


New for 2021

  • The report captures data on the temporary actions that organisations adopted in response to the COVID-19 pandemic. 


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*



 General market report



 Industry specific report



 Bundle - General market report + Industry specific report 




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


 Key 2020 Dates^



2 - 27 November 2020

 Results release

March 2021

 Post survey trends (survey participants only)

April 2021

^Dates subject to change without notice.

For more information, contact Rohan Gupta



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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