Results of survey asking executives when was the last time they had changed their sales-compensation plan.
If you answered "annually," you're in good company. About 60% of the 172 small-company executives we surveyed reported they'd reworked their sales-compensation scheme in the last six months to a year -- often to redirect their salespeople's efforts. At the other extreme, nearly one in 10 had never changed plans.
When did you last change your
In the last six months
In the last year
In the last two to three years
Have never changed it
In the last five years
More than five years ago
Note: Responses don't add up to 100% because of rounding.
Source: Inc ./The Executive Committee survey of 172 CEOs, 75% from companies with sales of less than $20 million, San Diego, June 1993.