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EUROPEAN BONUS & SALES
COMPENSATION SURVEY 2014
BONUS
SALES INCENTIVE
The survey was carried out across 15 European countries in Q1 of 2014. The Bonus section of the survey
covers data for 48 companies in 21 sectors and the Sales Compensation section – 97 sales incentive plans
from 69 companies in 17 sectors.
Andrew MacLeod | +44 (0) 20 7086 9181 | andrew.macleod@aonhewitt.com
Jackie Waller | + 44 (0)1727 888394 | jackie.waller@aonhewitt.com
SAY THEIR BONUS PLANS ARE
ALIGNED OR WELL-ALIGNED
TO BUSINESS RESULTS
OF COMPANIES USE REVENUE
AS ONE OF THE KEY MEASURES
CUSTOMER SATISFACTION IS
BECOMING MORE IMPORTANT, BUT
STILL HAS A WEIGHTING OF ONLY
AVERAGE
NUMBER OF
PERFORMANCE
METRICS
IN HIGH-ACHIEVING
COMPANIES
USE BEHAVIOURAL MEASURES
OF PARTICIPANTS HAVE
A REVIEW PROCESS IN
PLACE TO DETERMINE
THE SUCCESS OF THEIR
BONUS PLANS.
PLAN TO MAKE CHANGES
IN THE NEXT 6 MONTHS
COMPANIES THAT EXCEEDED
THEIR TARGETS WERE MORE
LIKELY TO HAVE WELL-ALIGNED
PLANS THAN THOSE WHO DID
NOT ACHIEVE THEIR GOALS
96%
20%
USE FINANCIAL MEASURES AS
ONE OF THE KEY OBJECTIVES
51%
44%
4.3 3.3
94%
70%
66%
USE MARKET POTENTIAL USE PAST RESULTS TO SET
PERFORMANCE TARGETS
45% VS 41%
£
100
%

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European Bonus & Sales Compensation Survey - Aon Hewitt infographic

  • 1. EUROPEAN BONUS & SALES COMPENSATION SURVEY 2014 BONUS SALES INCENTIVE The survey was carried out across 15 European countries in Q1 of 2014. The Bonus section of the survey covers data for 48 companies in 21 sectors and the Sales Compensation section – 97 sales incentive plans from 69 companies in 17 sectors. Andrew MacLeod | +44 (0) 20 7086 9181 | andrew.macleod@aonhewitt.com Jackie Waller | + 44 (0)1727 888394 | jackie.waller@aonhewitt.com SAY THEIR BONUS PLANS ARE ALIGNED OR WELL-ALIGNED TO BUSINESS RESULTS OF COMPANIES USE REVENUE AS ONE OF THE KEY MEASURES CUSTOMER SATISFACTION IS BECOMING MORE IMPORTANT, BUT STILL HAS A WEIGHTING OF ONLY AVERAGE NUMBER OF PERFORMANCE METRICS IN HIGH-ACHIEVING COMPANIES USE BEHAVIOURAL MEASURES OF PARTICIPANTS HAVE A REVIEW PROCESS IN PLACE TO DETERMINE THE SUCCESS OF THEIR BONUS PLANS. PLAN TO MAKE CHANGES IN THE NEXT 6 MONTHS COMPANIES THAT EXCEEDED THEIR TARGETS WERE MORE LIKELY TO HAVE WELL-ALIGNED PLANS THAN THOSE WHO DID NOT ACHIEVE THEIR GOALS 96% 20% USE FINANCIAL MEASURES AS ONE OF THE KEY OBJECTIVES 51% 44% 4.3 3.3 94% 70% 66% USE MARKET POTENTIAL USE PAST RESULTS TO SET PERFORMANCE TARGETS 45% VS 41% £ 100 %