Sales & Marketing Management, in their 2006 Sales Compensation Study, provide some interesting statistics. The gist of the findings show that in most companies, compensation is up by more than 5% over 2005. 44% of all companies added performance measures to their comp program and 35% increased the percentage of commissions paid. When asked about incentives, 62% of all companies indicated that they use cash as one of the awards for their incentive program.

With so many salespeople earning more money than before, is it any wonder that sales candidates are getting more difficult to find?

With so many salespeople earning more money than before, is it any wonder that complacency is on the way up?

With so many salespeople earning more money than before, is it any wonder that most increases in business are coming from the growth of existing accounts and renewals?