Wednesday, March 10, 2010
Materials & Downloads
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Participating This Year?
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Click Here to let us know if you'll be participating in this years survey!



SALESCOMP PLAN EXCHANGE SURVEY
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Do you want to compare your sales compensation plan design to market practices?  Participate in this second annual survey!  In partnership with The Alexander Group, we bring you this break-through survey to gather and report sales compensation plan design features.  Don’t miss this opportunity to see a side-by-side comparison of your plans with those of other leading companies.  Click Here   to learn more.


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PolicyCentral
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Compensation related policy and practices information for our surveys is collected and analyzed at PolicyCentral, now with over 100 topics from which you can choose.

Learn more

Need Help? 
Call us at  408 399 4900 
or send an e-mail to:
policycentral@wmgnet.com

 



WMG Contacts
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Steve Treder
408 399 4900 ext.225
stevet@wmgnet.com



2010 High Technology Sales & Service Compensation Survey

Over the past 24 years this survey has grown significantly and is the most comprehensive of its kind. Below is a list of recent participants from the 2009 survey, which indicates the excellent caliber of companies contributing to the survey.

   To learn more about how to participate, contact us

Steve Treder
408 399 4900 ext. 225
stevet@wmgnet.com

2010 High Technology ■ Key Survey Features
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• Previous Year Total Targeted and Total Actual Cash Compensation as well as Current Year Total Targeted 
  Cash Compensation.

• Geographic breakouts of data for major regions, state, and over 100 major metropolitan areas throughout
  the country.

• Product and Revenue Level breakouts.

• 55 participants were included in the 2009 edition.

• Over 115 key benchmark jobs, each with detailed job descriptions, and consistent leveling methodologies.


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2010 High Technology ■ New for 2010
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Expanded Survey Results Options
You now have three reporting options, all available with full-year online access through DataCentral®.  You can access DataCentral on a 24x7 basis and get immediate results.  Uploadable job descriptions in Excel, Word and Adobe Acrobat are also provided at no additional cost.  Three access levels are available: Standard Reports, Comparison Analysis Reports and Custom Results Generation.

Extensive Position Description and Job Structure Revisions
Job codes and data layout have changed this year.  The High Technology Sales and Service survey has been streamlined to make participation easier.  Data elements and jobs have been simplified and in some cases, eliminated.  In order to accommodate the goal of simplification, we have implemented a new job leveling system to make matching jobs even easier.  (Please refer to our new Job Leveling Factors.) This process also includes a change to previous job codes.  Previous participants can refer to the Job Index to assist in converting last year’s job codes to this year’s format.

SalesComp Plan Exchange Survey
Do you want to compare your sales compensation plan design to market practices?  In partnership with The Alexander Group, we bring you this break-through survey to gather and report sales compensation plan design features.  Don’t miss this opportunity to see a side-by-side comparison of your plans with those of other leading companies.  Go to http://www.salescompsolutions.com/wmg.html  to learn more.

SalesSurveySuite™
Beginning this year Western Management Group integrates their Sales and Service surveys into the new SalesSurveySuite™, which will be comprised of data from all three of our sales compensation offerings. Please see the SalesSurveySuite™ section below.


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2010 High Technology ■ Survey Schedule
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January 2010      Distribution of Input Materials
February & March 2010    Job Matching Conference Calls - details available soon
1 January 2010    Effective date of data
15 March 2010    Deadline for Submission of Data - Earn a $100 discount for on-time data
July 2010    Production and distribution of results to participants


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2010 High Technology ■ SalesSurveySuite™ News
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Beginning this year Western Management Group integrates their Sales and Service surveys into the new SalesSurveySuite™, which will be comprised of data from all three of our sales compensation offerings:

High Technology Sales and Service Compensation Survey
Commercial Sales and Service Compensation Survey
Consumer Product Sales Compensation Survey

Data for identical jobs from each of these surveys is included in the SalesSurveySuite™.  There are multiple advantages to you as a participant, including:

• Consistent job codes, descriptions, and data definitions standardized across all three surveys.

• You can now use the SalesSurveySuite to supplement your High Technology survey data.

• NO additional cost

What does this REALLY mean?  Simple:  As a participant in the High Technology Sales and Service Compensation Survey, your purchase of survey results entitles you not only to access the High Tech data, but now it also entitles you to complete access to the data from all three surveys, every job, every company, every incumbent.

How much or how little you choose to leverage the SalesSurveySuite is entirely up to you.  Using DataCentral, you have complete control over which datapoints to include or exclude from your analysis.

And what does this cost?  Again, nothing beyond your normal Survey Fees.  Access to the full Suite is at no extra charge, it’s a privilege extended to every participant in any one of the three surveys.  You’re getting three surveys for the price of one.

Your survey data is automatically included in the overall SalesSurveySuite™ database, and will be used only by participants in the SalesSurveySuite™.  If you have any questions, or wish to have your data excluded from the larger database, please contact Steve Treder at 408/399-4900 ext 225.


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2010 High Technology ■ Participant Fees
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The report fees for your company will depend on the level of subscription you choose.  New for 2010 we are offering FULL YEAR access to the survey results via our DataCentral® online survey report tool, no matter which level of access you chose.  The three options offer you the choice of the complexity of analyses, comparisons, and customization of results from the entire SalesSurveySuite™ survey database.  With all levels of subscription, you have access to the results in PDF and XLS Formats, including uploadable versions.

Subscription Level    Early Order   
Fee
      Normal Fee  
    
Ordered after 30 June
     

Standard Report Option

Hard Copy of Standard Report (in additon to the fee above)

Comparison Report Option

Custom Report Option

$ 1,350

$ 175

$ 2,100

$ 2,850

$ 1,500

$ 175

$ 2,250

$3,000

 


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2010 High Technology ■ Discounts
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On-Time Data Submission: $100
Submit your completed input by 15 March 2010 and receive a $100 discount.

Early Order: $150 
If you place your order at the time you submit your data, receive a $150 discount.

     
Repeat Participant Reward: $100
To show our appreciation for your continued participation, companies that participated in the 2009 High Tech Sales & Service Compensation Survey will receive a $100 discount.
     
PolicyCentral Update: $150
If you complete/update the "core" topics in PolicyCentral by 15 March 2010, you will receive a $150 discount.

Referral Discount: $ 500 
For each new participant you refer, you will receive a $500 discount.


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2010 High Technology ■ Survey Results - DataCentral Subscription Levels
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There are three levels of results access available depending on your needs…whether you only need the Standard Report in PDF or XLS format covering all of the participants and all of the jobs, or complex reporting “drill-down” capabilities.  Regardless of the level chosen, all subscribers will receive a FULL YEAR of 24x7 access to DataCentral® to download your reports online, and get immediate results.  You may also upgrade from at anytime during the year to a higher-level of subscription, should your needs change.  All three levels described below will provide the analyses in both PDF and XLS Formats.

STANDARD REPORT OPTION

Download the full survey Standard Report which contains ALL data from ALL participants.  Your data is included in the computation of job data statistics and totals.  Available in both Adobe Acrobat and Excel formats, at no additional cost.  A hard copy, printed version of the Standard Report is also available for an additional $175.

• Job Descriptions:  Uploadable job descriptions in Excel, Word and Adobe Acrobat are also provided at no additional cost.
• Summary Report:  Displays the employee weighted, simple average, or median of each pay element for each survey job.
• Detail Report:  For each survey job, displays employee weighted averages, simple averages and percentile data for each pay element as well as base-to-bonus earnings mix data, and number of employees reported to each FLSA Status.
• Breakout Report:  For each survey job, displays averages or media data of each pay element broken out by Product Sector, Geographic Area and Revenue.
• Uploadable Excel Report:  Provides a job-by-job spreadsheet report with all of the major statistics and pay elements laid out in a readily uploadable format for third party analysis software. 

COMPARISON REPORT OPTION

With the Comparison Report Option, your data and comparison statistics are displayed separately, and you may choose to include or exclude your own data from the market results calculations, plus the you have the ability to filter and compare your data to ALL data from ALL participants, or a Geographic area, or Product of your choice.

Includes all of the above reports from the Standard level PLUS
 
 •  Market Comparison Report:  The Market Comparison Report displays how your company compares to the market in graphic and tabular formats.

CUSTOM REPORT OPTION

The Custom Report Option offers detailed and full customized reporting capability.  Ideal for participants who need reports based on a selected set of participants or to meet specific scoping criteria.  You have complete control and flexibility in defining your own reports.
• Company Selections
• Company Size by Revenue or Employment
• Business Segment and Product Category
• Geographic Area: Region/State/Metro Area
• Data Elements and Statistics Calculations
• Custom Percentiles
• Standard Deviations
• Weighted and Simple Averages
• Data Aging
• And much more! 

Includes all of the above reports from the Standard and Comparison levels PLUS

• Uploadable Excel Breakout Report:  Similar to the Uploadable Excel Report above, PLUS adds the ability to split the results into categories such as Geography, Product Sector, or Revenue.

For a live demonstration of the power, flexibility and capabilities of DataCentral go to www.wmgnet.com and log on to DataCentral with the User Name:  DEMO and the Password:  DEMO, or call Steve Treder at 408 399 4900 ext 225 for a guided tour.


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2010 High Technology ■ Sample Report Formats
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 A wide variety of reports are available to display the data from the survey in both .PDF and .XLS

Summary Report: Displays a line of data for each job, including basic statistics such as:   

     
   Average or Median Actual and Targeted Base Pay   
        Average or Median Actual and Targeted Sales Incentive 
      Average or Median Actual and Targeted Non-Sales Incentive 
      Average or Median Actual and Targeted Total Compensation
      Total Number of Incumbents 
      Total Number of Companies

   Click here to view a sample of the Summary Report

Detail Report: Provides a full page of data analysis for each job, including statistics on each pay element such as:

 90th, 75th, 50th, 25th 10th Percentiles 
 Number of Employees Reported 
 Employee Weighted Average 
 Number of Companies 
 Company Weighted Average
 Earnings Mix: Showing Base and Sales Incentive as a percentage of Total Cash 
 Prevalence and Impact Statistics and Analysis for various Pay Elements

   Click hereto view a sample of the Detail Report

 Breakout Report: Includes Employee Weighted Average or Median pay data for each job broken out by Product Sector, Geography, and Revenue.                       

Click here to view a sample of the Breakout Report

Market Comparison Report: Provides a tabular and graphic comparison of your own
company data to that of your selected market. An easy way to show competitive standing
of your company.. 
 

Click here to view a sample of the Market Comparison Report 

 

All of these formats, and more, are available through DataCentral; where you can run, download and save unlimited reports based on your own selection criteria.  ALL survey jobs that have sufficient data (5 companies matching to the job), are included whether your company has submitted data or not.


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2010 High Technology ■ Recent Participants
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ACI WORLDWIDE
ACXIOM
ADP
ALCATEL-LUCENT
APPLE
AVAYA
BECKMAN COULTER
BLACK BOX NETWORK SERVICES
CANON USA
COMPUCOM SYSTEMS
DEALERTRACK
DELL
EPSON AMERICA
FREESCALE SEMICONDUCTOR
GOOGLE
HONEYWELL
IKON OFFICE SOLUTIONS
INDYME SOLUTIONS
INGERSOLL RAND
INGRAM MICRO
INSIGHT
INTELSAT
JOHNSON CONTROLS
KATUN
LEVEL 3 COMMUNICATIONS
LEXMARK INTERNATIONAL
LGE MOBILECOMM USA
MAGMA DESIGN AUTOMATION

McKESSON INFO. SOLUTIONS
MOTOROLA
MTS SYSTEMS
NEC DISPLAY SOLUTIONS
NORTEL
NXP SEMICONDUCTORS
OCE BUSINESS SERVICES
OCE IMAGISTICS
OXFORD INSTRUMENTS
PAYCHEX
PHYSICAL ELECTRONICS
PITNEY BOWES
PSION TEKLOGIX
QUALCOMM
QWEST COMMUNICATIONS
REDBACK NETWORKS
ROCKWELL AUTOMATION
SCHNEIDER ELECTRIC
SONY ELECTRONICS
SWAGELOK
TELLABS
THOMSON REUTERS
TTM TECHNOLOGIES
TYCO ELECTRONICS
VERIZON BUSINESS
VERIZON COMMUNICATIONS
XEROX

 

 


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2010 High Technology ■ Job Coverage
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GENERAL SALES 
10110 Field Sales Representative 1             
10120 Field Sales Representative 2             
10130 Field Sales Representative 3             
10140 Field Sales Representative 4             
10150 Field Sales Representative 5             
10210 Sales Manager 1A  (Selling)             
10211 Sales Manager 1B  (Non-Selling)             
10220 Sales Manager 2             
10230 Sales Manager 3 (Sales Only)
10231 Sales & Systems Engineering Manager 3            
11130 Key Accounts Sales Representative             
11210 Key Accounts Sales Manager 1             
12130 Largest Strategic Accounts Sales Representative             
12210 Largest Strategic Accounts Sales Manager 1             

PRODUCT SPECIALTY SALES
13110 Product Specialist Sales Representative 1             
13120 Product Specialist Sales Representative 2             
13130 Product Specialist Sales Representative 3            
13140 Product Specialist Sales Representative 4             
13150 Product Specialist Sales Representative 5             
13210 Product Specialist Sales Manager 1             
13220 Product Specialist Sales Manager 2             
13230 Product Specialist Sales Manager 3             
14130 Product Specialist Key Accounts Sales Representative             
14210 Product Specialist Key Accounts Sales Manager 1             
15130 Product Specialist Largest Strategic Accounts Sales Representative 
15210 Product Specialist Largest Strategic Accounts Sales Manager 1 

CHANNEL SALES
16110 Channel Sales Representative 1             
16120 Channel Sales Representative 2             
16130 Channel Sales Representative 3             
16140 Channel Sales Representative 4             
16150 Channel Sales Representative 5             
16210 Channel Sales Manager 1             
16220 Channel Sales Manager 2             
16230 Channel Sales Manager 3             
17130 Channel Sales Key Accounts Sales Representative             
17210 Channel Sales Key Accounts Sales Manager 1            
18130 Channel Sales Largest Strategic Accounts Sales Representative 
18210 Channel Sales Largest Strategic Accounts Sales Manager 1              
 
GOVERNMENT SALES
19110 Government Sales Representative 1             
19120 Government Sales Representative 2             
19130 Government Sales Representative 3             
19140 Government Sales Representative 4             
19150 Government Sales Representative 5             
19210 Government Sales Manager 1             
19220 Government Sales Manager 2             
19230 Government Sales Manager 3             

BUSINESS DEVELOPMENT
20110 Business Developer General Sales 1             
20120 Business Developer General Sales 2             
20130 Business Developer General Sales 3             

INSIDE SALES
21010 Inside Sales Representative 1             
21020 Inside Sales Representative 2             
21030 Inside Sales Representative 3             
21040 Inside Sales Representative 4             
21110 Inside Sales Specialist 1             
21120 Inside Sales Specialist 2             
21130 Inside Sales Specialist 3             
21140 Inside Sales Specialist 4             
21150 Inside Sales Specialist 5             
21210 Inside Sales Manager 1              
21220 Inside Sales Manager 2              

SALES ADMINISTRATION
30010 Sales Administrator/Support Specialist 1             
30020 Sales Administrator/Support Specialist 2             
30030 Sales Administrator/Support Specialist 3             
30210 Sales Administrator/Support Manager 1             
30220 Sales Administrator/Support Manager 2             

SALES AUTOMATION
31110 Sales Automation/Technology Specialist 1             
31120 Sales Automation/Technology Specialist 2             
31130 Sales Automation/Technology Specialist 3             
31210 Sales Automation/Technology Manager 1             
31220 Sales Automation/Technology Manager 2             

SALES FORECASTING
32110 Sales Forecast Analyst 1             
32120 Sales Forecast Analyst 2             
32130 Sales Forecast Analyst 3             
32210 Sales Forecast Analyst Manager 1             
32220 Sales Forecast Analyst Manager 2

REMOTE SUPPORT
40010 Technical Support/Help Desk 1            
40020 Technical Support/Help Desk 2            
40030 Technical Support/Help Desk 3            
40110 Remote Support Engineer 1            
40120 Remote Support Engineer 2            
40130 Remote Support Engineer 3            
40140 Remote Support Engineer 4            
40150 Remote Support Engineer 5            
40210 Remote Support Manager 1            
40220 Remote Support Manager 2            

REPAIR CENTER
41010 Repair Technician 1            
41020 Repair Technician 2            
41030 Repair Technician 3            
41210 Repair Center Manager 1            

FIELD SERVICE
42010 Field Service Engineer 1            
42020 Field Service Engineer 2            
42030 Field Service Engineer 3            
42040 Field Service Engineer 4            
42050 Field Service Engineer 5            
42210 Field Engineering Manager 1             
42220 Field Engineering Manager 2            
42230 Field Engineering Manager 3            

EDUCATION
50110 Sales and Technical Education 1            
50120 Sales and Technical Education 2            
50130 Sales and Technical Education 3            
51110 Technical Education 1            
51120 Technical Education 2            
51130 Technical Education 3            
52110 Sales Education 1            
52120 Sales Education 2            
52130 Sales Education 3            
53210 Education Manager 1            
53220 Education Manager 2

SYSTEMS ENGINEERING
60110 Systems Consultant/Applications Engineer 1
60120 Systems Consultant/Applications Engineer 2 
60130 Systems Consultant/Applications Engineer 3
60140 Systems Consultant/Applications Engineer 4 
60150 Systems Consultant/Applications Engineer 5
60210 Systems/Applications Engineering Manager 1
60220 Systems/Applications Engineering Manager 2
60230 Systems/Applications Engineering Manager 3


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