23 per cent of commission-based salespeople surveyed have been overpaid. Five per cent admitted to being overpaid by a massive 50 per cent or more
UK businesses lack control over £ billions in compensation
London, 11 July 2012 – Recent YouGov research commissioned by on-demand sales compensation and performance management provider Xactly, highlights a worrying lack of business control over billions of pounds ‘paid by results’ to full-time employees in the UK each year.
The latest National Office of Statistics figures show that there are currently 21.31 million full time workers in the UK with average annual earnings of £18,103 per year. The Annual Survey of Hours and Earnings (ASHE) shows 1.4 per cent of those earnings are ‘paid on results’. That equates to £5.4 billion every year.
Yet a recent YouGov survey of those in sales (one of the professions most frequently ‘paid by results’) shows 23 per cent of commission-based salespeople surveyed have been overpaid. Five per cent admitted to being overpaid by a massive 50 per cent or more.
Christopher Cabrera, CEO, Xactly said, “The results indicate that UK companies are paying thousands, and sometimes millions of pounds in excess compensation. That’s money UK business can ill afford to lose in the current economic climate.
“Worse still, much of the money paid on commission doesn’t incentivise employees to act in ways that benefit the organisation. In effect it is wasted. Decisions about compensation strategies are often managed by the most basic of spreadsheets. Many companies lack information on which to base those strategies and have little awareness of best practice.”
The YouGov survey shows 21 per cent of sales employees surveyed have been more than 50 per cent above a monthly target. 35 per cent have been over 20 per cent above a monthly target.
Cabrera continues, “These are large fluctuations, but most companies are only able to inform employees of the resulting compensation, weeks if not quarters in arrears. If compensation is to shape behaviour it must be communicated in real-time or even in advance of results.”
All figures, unless otherwise stated, are from YouGov Plc. Total sample size was 196 adults working in sales roles. Fieldwork was undertaken between 21st - 25th May 2012. The survey was carried out online.
About Xactly Corporation
Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s suite of solutions enables sales and finance executives to design, implement, manage, audit and optimize sales commission management programs easily and affordably. Xactly’s sales compensation management offerings automate the process of aggregating data from disparate systems into a secure, hosted repository and enable companies to leverage this business data, which is the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals across a variety of industries, ranging from SMBs to large enterprises, such as Ariba, Carestream Health, Motorola and Siemens. (For more information, visit www.xactlycorp.com or call 01628 421530.
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Jane Harris/Keso Kendall
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