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||(Percentage|
|sales-force-compensation plan?||of respondents)|
|In the last six months||41%|
|In the last year||19%|
|In the last two to three years||17%|
|Have never changed it||9%|
|In the last five years||3%|
|More than five years ago||1%|
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.