Spiff X Modern Sales Pros

Evolving State of Sales Compensation

Survey Results and Analysis

In Q3 of 2020, Spiff partnered with our community and 100+ sales organizations to learn about The Evolving State of Sales Compensation.

What’s that mean? 2020 has been a roller coaster. We’re living through a pandemic, an intense political climate, natural disasters are hitting us left and right, and that’s not even all of it. It’s been rough.

But, as business leaders you all know that your business doesn’t stop for anything. So, during these uncertain times how can you ensure you’re motivating your reps?

We’re calling this survey The Evolving State of Sales Compensation because just like the economy has its highs and lows, so does sales comp. We hope you can learn a thing or two from this incredible report we’ve put together in partnership with the team at Spiff.

Here’s the TL;DR - 

  • Most organizations reduced expectations to survival mode when uncertainty was high. Quotas dropped almost across the board.

  • In the current state of things, only 14% of respondents expect 70% or more of their teams to hit goals.

  • A small minority of organizations leaned into the crisis and increased payouts to incentivize performance during down times.

  • About 1/3rd of respondents planned to keep using reduced quotas but over half planned to leave them unchanged or increase them.

  • Most annual goals will be coming in at 25-50% of goal.

The report is not gated. Enjoy!