Pay Problem for Sales Teams: Korn Ferry Survey Shows Compensation is the Biggest Turnover Issue, Yet Nearly One-Quarter of Companies Not Offering Increases

July 24, 2018

LOS ANGELES--(BUSINESS WIRE)--Jul 24, 2018--A new Korn Ferry  (NYSE:KFY) survey of leaders of sales teams across several industries shows that even though the leaders cite base pay as the top reason for turnover, nearly a quarter (22 percent) say they do not plan to increase total compensation for their team members in 2018.

Editor’s Note: Survey Results at End of Release

According to the survey, “recruiting and retaining top talent” is one of the top three priorities for the sales leaders, along with “effectively going to market through channels, coverage and territory alignment” and “segmenting customers to align customer need/value with sales roles.”

“Clearly pay is a top issue for sales team members, and organizations that don’t regularly review their compensation models against their competitive set and adjust accordingly will lose top talent,” said Korn Ferry Senior Client Partner Joe DiMisa.

Turnover (voluntary and involuntary) of sales team members does appear to be an issue, with 30 percent saying they will lose roughly 10-20 percent of their staff, 15 percent saying they will lose between 20 and 30 percent of their staff, and 10 percent saying they will lose more than 30 percent of their staff due to turnover.

Nearly three quarters of respondents (74 percent) say revenue growth is their top financial priority, ahead of market share and volume growth (14 percent); margin improvement (9 percent) and expense reduction (3 percent).

“Experienced sales professionals are the key to increasing revenue because they are better able to relate to their customers’ needs,” said DiMisa. “Creating competitive pay packages, offering development opportunities, and living out organizational values will help keep those professionals on the payrolls of their current employer.”

About the Survey

The 2018 Sales Strategy Survey was completed by sales team leaders at 128 companies across five industries (consumer, financial, industrial, life sciences/healthcare, technology) in March 2018.

About Korn Ferry

Korn Ferry is a global organizational consulting firm. We help clients synchronize strategy and talent to drive superior performance. We work with organizations to design their structures, roles, and responsibilities. We help them hire the right people to bring their strategy to life. And we advise them on how to reward, develop, and motivate their people.

View source version on businesswire.com:https://www.businesswire.com/news/home/20180724005728/en/

CONTACT: Korn Ferry

Tracy Kurschner





SOURCE: Korn Ferry

Copyright Business Wire 2018.

PUB: 07/24/2018 11:53 AM/DISC: 07/24/2018 11:53 AM


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