Competitive performance targets


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.


Mercer’s sales incentive benchmarking data is sampled across Australian companies to bring you the most relevant standards to measure local compensation and performance.



Sales Incentive Survey




About the Australian Sales Incentive Survey (ASIS)


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. 

Receive complimentary access to our post-survey event to unpack the key insights and trends with the purchase of the survey. 


About Sales Incentive Survey




Looking for more information?

Learn more about Mercer's Australian Sales Incentive Survey (ASIS) and how you can participate with Mercer's salary benchmarking surveys.


  • Product overview


    Product overview

    Product Overview


    A benefits policy and practices report is also produced for the sector and released at the same time as the September edition of the survey. The report covers remuneration policy, cars, termination and redundancy, superannuation, variable pay, remuneration packaging and other policies and practices. 


    Survey features: 

    • Plan design: plan type, sales roles and focus
    • Performance measures and quotas: quota mix and duration, 
    • Plan mechanics: performance thresholds and gateways, incentive calculations, attainment rates, accelerators & decelerators, incentive caps 
    • Plan administration and management strategies: payment structures, managing new starters, plan governance, plan effectiveness 
    • Beyond the sales plan: Sales recognition programs, attraction and retention rates.


    New for 2021 

    The survey includes a ‘Temporary Policy Changes’ section to capture any non-permanent initiatives adopted by organisations this year in response to the COVID-19 pandemic.

  • Product details


    Product details

    Product Details

    Mercer's Australian Sales Incentive Survey includes a vast range of features:


    Survey Statistics

    • Number of organisations: 57
    • Number of plans: 155


  • Survey schedule


    Survey schedule

    Survey schedule


    • Participation: November 2020
    • Data available: 22 March 2021
    • Post-survey trends analysis event (exclusive to survey participants only): April 2021
    • Next data collection start date: 1 November 2021


Purchase survey

By purchasing Mercer's Australian Sales Incentive Survey (ASIS) and opting to become a participant you become a part of this local and global research community.

General market report


$1,550Ex GST



$3,100Ex GST


Industry specific report


$1,860Ex GST



$3,720Ex GST


Bundle (general market + industry specific report)


$2,660Ex GST



$5,320Ex GST


* By subscribing to this review, you will be required to participate and contribute data to this survey on an annual basis.. Additional subscription benefits are also included as part of this package.



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Join other leading organisations across all types of industries by purchasing and participating in our surveys.  By participating you join our community in developing comprehensive market data on compensation and benefits both locally and globally as well as receiving a range of benefits depending on the review you purchase.  Survey access is through the Mercer WIN® platform.


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For more information about our Australian Sales Incentive Survey (ASIS) or other surveys, complete the form below and a Mercer Consultant will be in contact with you.

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