Sales & Service Compensation Survey - 2017




Current Survey Status

2017 Survey Results Available on DataCentral®

Participating This Year?

Click Here to let us know if you'll be participating in this years survey!

Contact Us

Toni McGrath
+1 408 399 4900 ext. 229
toni@wmgnet.com

Steve Treder
+1 408 399 4900 ext. 225
stevet@wmgnet.com


PolicyCentral

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

Learn more

Need Help?
Call us at +1 408 399 4900 
or send an e-mail to:
policycentral@wmgnet.com

Survey Blog

2017 Survey Results Available on DataCentral®
12 July 2017

2016 Survey Results Available on DataCentral®
18 July 2016

2015 Survey Results Available on DataCentral®
23 July 2015

The Sales & Service Compensation Survey is conducted annually.  Collecting U.S. data for key Sales and Service positions in the Consumer Products, High Technology, Commercial and Media industries. Jobs include sales forces selling products and services directly to end-users or retailers, business to business, or indirectly through channels.  In addition, sales forces selling ad space to the on-line internet sector and the traditional advertising sectors are also included.

Participants will have access to results representing the full database and also broken out into the various industries: Consumer Products, High Technology, Media, and Other.  

This survey covers Total Cash Compensation in the form of Actual Earned and Targeted Base Pay, Sales Incentives, and Non-Sales Variable Pay for the previous and current sales plan years.

Over 150 companies participated in 2017 submitting data for over 65,000 Sales, Sales Management, Service and Support employees.     


Key Features

  • Collects data for Sales and Service jobs in the Consumer Products, High Technology, Commercial, and Media industries
  • Previous Year Total Targeted and Total Actual Cash Compensation as well as Current Year Total Targeted Cash Compensation is collected
  • Geographic breakouts of data for major regions, state, and over 100 major metropolitan areas throughout the country
  • Industry, Product and Revenue Level breakouts
  • 150 participants were included in the 2017 results
  • 141 key benchmark jobs, each with detailed job descriptions, and consistent leveling methodologies

New This Year

Simplified collection of Base Pay data. Refer to Survey Data Elements in the instructions for further clarification..

Survey Schedule

January 2017
15 April 2017
July 2017
Distribution of Input Materials
Deadline for Submission of Data - Extended to 23 June 2017
Results Available for Participants via DataCentral®

Survey Fees

All survey results are delivered via our DataCentral® online survey report tool. You have YEAR ROUND access to both the Standard Report which includes data from ALL participants on ALL jobs, and Custom Report where you can create your own report selections based on your choice of companies, industry, product sectors, geographies, revenue, etc. With the Custom Report you have complete control of the complexity of analyses, comparisons, and customization of results from the survey database, and you can run an unlimited number of reports to satisfy your needs on a 24x7 basis. All results are provided in both PDF and XLS Formats, including uploadable XLS versions.

DataCentral® Access
Provides BOTH Standard and Custom Report Access               $ 1,550
Hard Copy of Standard Report (in addition to the fee above)   $ 250

Survey Discounts

We firmly believe in rewarding our survey participants for helping to make our surveys better. You can earn significant discounts this year!

$ 100   On-Time Discount if you submit your data by 15 April 2017  
$ 200   Previous Participant Discount for all 2016 Sales & Service Survey Participants  
$ 500   New Participant Referral Discount to you for each new participant you refer – PLUS the company you refer also receives this discount!

Participants are invoiced when we receive their input to the survey. All applicable discounts are applied at that time.

Survey Results and Samples - DataCentral®

There are two 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 Custom Report access which provides complex reporting “drill-down” capabilities.  Regardless of the level chosen, all participants will receive a FULL YEAR of 24x7 access to DataCentral® to download your reports online, or run unlimited Custom Reports and get immediate results. Both levels described below will provide the analyses in both PDF and XLS Formats.

STANDARD REPORTS 
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.pdf and Excel.xls formats, at no additional cost. 

  • Job Descriptions:  Uploadable job descriptions in Excel, Word and Adobe Acrobat are also provided at no additional cost.
  • 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 Variable Pay
Average or Median Actual and Targeted Total Compensation
Total Number of Incumbents 
Total Number of Companies

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

View a sample of the Detail Report

  • Breakout Report:  Includes Employee Weighted Average or Median pay data for each job broken out by Industry, Product Sector, Geographic Area, Revenue and Job Focus.
Average or Median Actual and Targeted Base Pay 
Average or Median Actual and Targeted Sales Incentive
Average or Median Actual and Targeted Non-Sales Variable Pay
Average or Median Actual and Targeted Total Compensation
Total Number of Incumbents 
Total Number of Companies 

View a sample of the Breakout Report
  • 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.
CUSTOM REPORTS 
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 to include the pay elements and statistics you require.

Company Selections
Company Size by Revenue or Employment
Industry 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 level 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, or Revenue, etc.
  • 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.
View a sample of the Market Comparison Report

For a live demonstration of the power, flexibility and capabilities of DataCentral go to www.wmgnet.com and scroll down to ”Our Features” under “DataCentral” and click on “Take a Test Drive”, or call Toni McGrath at +1 408 399 4900 ext 229 for additional guidance.

Key Participants - 2017

HIGH TECHNOLOGY INDUSTRY PARTICIPANTS
ADT Security Services
AT&T
Black & Veatch
Charter Communications
Comcast
Cox Communications
Danaher
Honeywell HBT & SPS
Intelsat
International Data Group
Johnson Controls International
Konica Minolta Business Solutions
Lennox International
NEC Display Solutions of America
Philips North America
Physical Electronics USA
Pitney Bowes
Ricoh USA
Shimadzu Medical Systems
Tech Data
T-Mobile USA
Verizon Communications
Vivint

CONSUMER PRODUCTS INDUSTRY PARTICIPANTS
Agri Beef
American Greetings
Aramark
Bose
Carter's
Clarins
Coca-Cola
Danone
Delicato Family Vineyards
E. & J. Gallo Winery
Essendant
Estee Lauder
Fetzer Vineyards
Hallmark Cards
Hershey
HoMedics
Keurig Green Mountain
Lifetime Brands
L'Oreal USA
Mars
Mattel
Maui Jim
Misionero
Nestle USA
New Belgium Brewing
organicgirl
Polaris Industries
RAI Services
Revlon
S. Martinelli & Company
Schwan Food
TaylorMade adidas Golf
Tennant
The Nature's Bounty Company
Tommy Hilfiger
Van Heusen
Calvin Klein
COMMERCIAL INDUSTRY PARTICIPANTS (Typically sells business to business products and services)  
Black & Veatch
Clean Harbors
Deluxe
Dun & Bradstreet
Gerdau Ameristeel
GLG
Henry Schein
McKesson
Ryder System
Service Corporation International
ServiceMaster
Waste Management
WestRock
MEDIA INDUSTRY PARTICIPANTS
American Public Media
AOL
Charter Communications
Clearlink
Comcast
Cox Communications
Dex Media
Digitas
Eye Corp Media
Harvard Business Publishing
International Data Group
John Wiley & Sons
Sage Publications
Time
Tribune Media
TripAdvisor
Washington Post

Survey Job Coverage

NEW AND REVISED POSITIONS INDICATED IN BOLD RED ITALICS

SALES JOB FAMILIES

GENERAL SALES

Field Sales Representative 1
Field Sales Representative 2
Field Sales Representative 3
Field Sales Representative 4
Field Sales Representative 5
Sales Manager 1A (Selling)
Sales Manager 1B (Non-Selling) 
Sales Manager 2
Sales Manager 3
Key Accounts Sales Representative-Career Level
Key Accounts Sales Representative-Specialist Level 
Key Accounts Sales Representative-Expert Level
Key Accounts Sales Manager 1
Key Accounts Sales Manager 2
Key Accounts Sales Manager 3
Largest Strategic Accounts Sales Representative-Career Level 
Largest Strategic Accounts Sales Representative-Specialist Level
Largest Strategic Accounts Sales Representative-Expert Level
Largest Strategic Accounts Sales Manager 1
Largest Strategic Accounts Sales Manager 2
Largest Strategic Accounts Sales Manager 3
                         
PRODUCT SPECIALTY SALES 

Product Specialist Sales Representative 1
Product Specialist Sales Representative 2
Product Specialist Sales Representative 3
Product Specialist Sales Representative 4
Product Specialist Sales Representative 5
Product Specialist Sales Manager 1
Product Specialist Sales Manager 2
Product Specialist Sales Manager 3         

RETAIL ACCOUNT MANAGEMENT

Retail Account Manager              

GOVERNMENT SALES

Government Sales Representative 1
Government Sales Representative 2
Government Sales Representative 3
Government Sales Representative 4
Government Sales Representative 5
Government Sales Manager 1
Government Sales Manager 2
Government Sales Manager 3      

BUSINESS DEVELOPMENT 

Business Developer General Sales 1
Business Developer General Sales 2
Business Developer General Sales 3
Business Development Manager 1
        
INSIDE SALES

Inside Sales Representative 1
Inside Sales Representative 2 
Inside Sales Representative 3
Inside Sales Representative 4
Inside Sales Specialist 1
Inside Sales Specialist 2
Inside Sales Specialist 3
Inside Sales Specialist 4
Inside Sales Specialist 5 
Inside Sales Manager 1
Inside Sales Manager 2 

MEDIA SALES

Media Ad Sales Representative 1
Media Ad Sales Representative 2
Media Ad Sales Representative 3
Media Ad Sales Representative 4
Media Ad Sales Representative 5
Media Ad Sales Manager 1
Media Ad Sales Manager 2
Media Ad Sales Manager 3
Media Ad Sales Manager 4
Media Ad Key Account Manager 
Media Ad National Account Manager
Media Ad Inside Sales Representative 1
Media Ad Inside Sales Representative 2
Media Ad Inside Sales Representative 3
Media Ad Inside Sales Representative 4
Media Ad Inside Sales Manager 1
Media Ad Inside Sales Manager 2
Media Client Services Specialist 1
Media Client Services Specialist 2
Media Client Services Specialist 3
Media Solutions Sales Development Specialist 1
Media Solutions Sales Development Specialist 2
Media Solutions Sales Development Specialist 3
Media Planner 1
Media Planner 2
Media Planner 3
Media Services Manager 1
Media Services Manager 2
Media Strategist 1
Media Strategist 2
Media Strategist 3
Media Strategist 4
Media Strategist Manager 1
Media Strategist Manager 2
Media Strategist Manager 3
Media Ad Operations Trafficker 1
Media Ad Operations Trafficker 2
Media Ad Operations Trafficker 3
Media Ad Operations Manager 1

SALES OPERATIONS JOB FAMILIES
            
SALES ADMINISTRATION

Sales Administrator/Support Specialist 1 
Sales Administrator/Support Specialist 2 
Sales Administrator/Support Specialist 3 
Sales Administrator/Support Manager 1 
Sales Administrator/Support Manager 2            

SALES AUTOMATION

Sales Automation/Technology Specialist 1
Sales Automation/Technology Specialist 2
Sales Automation/Technology Specialist 3
Sales Automation/Technology Manager 1
Sales Automation/Technology Manager 2
             
SALES FORECASTING

Sales Forecast Analyst 1
Sales Forecast Analyst 2
Sales Forecast Analyst 3
Sales Forecast Analyst Manager 1
Sales Forecast Analyst Manager 2

TECHNICAL SERVICE AND SUPPORT JOB FAMILIES

REMOTE SUPPORT

Technical Support/Help Desk 1
Technical Support/Help Desk 2
Technical Support/Help Desk 3
Remote Support Engineer 1
Remote Support Engineer 2
Remote Support Engineer 3
Remote Support Engineer 4
Remote Support Engineer 5
Remote Support Manager 1
Remote Support Manager 2
            
FIELD SERVICE

Field Service Engineer 1
Field Service Engineer 2
Field Service Engineer 3
Field Service Engineer 4
Field Service Engineer 5
Field Engineering Manager 1
Field Engineering Manager 2
Field Engineering Manager 3         

EDUCATION JOB FAMILIES

EDUCATION

Product Sales Trainer 1
Product Sales Trainer 2
Product Sales Trainer 3
Sales Skills Trainer 1
Sales Skills Trainer 2
Sales Skills Trainer 3
Education Manager 1
Education Manager 2

SYSTEMS ENGINEERING JOB FAMILIES

SYSTEMS ENGINEERING

Systems Consultant/Applications Engineer 1
Systems Consultant/Applications Engineer 2
Systems Consultant/Applications Engineer 3
Systems Consultant/Applications Engineer 4
Systems Consultant/Applications Engineer 5
Systems/Applications Engineering Manager 1
Systems/Applications Engineering Manager 2
Systems/Applications Engineering Manager 3