Friday, May 18, 2012
Materials & Downloads
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Page Contents
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Participating This Year?
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 Click Here to let us know if you'll be participating in this years survey!

 



PolicyCentral
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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 408 399 4900 
or send an e-mail to:
policycentral@wmgnet.com

 



WMG Contacts
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Steve Treder
408 399 4900 x225
stevet@wmgnet.com



2012 Business to Business Sales and Service Compensation Survey

We would like to invite you to participate in the 3rd annual survey of compensation for key Sales and Service positions in the Business to Business Sales function.

This survey covers Total Cash Compensation in the form of Base Pay, Sales Incentives, and Profit Sharing as well as Target Sales Incentive data.  Data is collected on an incumbent basis to ensure a complete picture of all compensation elements and true percentile analysis.

To learn more about how to participate, contact us: 

Steve Treder
408 399 4900 x225
stevet@wmgnet.com

New for 2012
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NEW PRICING:  All participants will now receive BOTH the Standard Report and the Custom Report access capabilities. Your Custom access costs no more than the Standard Report access, and you can run unlimited Custom reports at no additional cost. Go here for complete details.

New Jobs Added in 2012:

Job Code    Job Title
11230
12230
14230
15230
17230
18230
Key Accounts Sales Manager 3
Largest Strategic Accounts Sales Manager 3
Product Specialist Key Accounts Sales Manager 3
Product Specialist Largest Strategic Accounts Sales Manager 3
Channel Sales Key Accounts Sales Manager 3
Channel Sales Largest Strategic Accounts Sales Manager 3

  

Key Survey Features
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• Business to Business Sales & Service compensation survey is part of the SalesSurveySuite™ which means participants to one of Western Management Group’s sales surveys give you results from all three.

• Previous Year Total Targeted and Total Actual Cash Compensation as well as Current Year Total Targeted Cash Compensation.

• Geographic breakouts of data for major regions, state, and over 100 major metropolitan areas throughout the country.

• Product and Revenue Level breakouts.

• 107 participants were included in the 2011 SalesSurveySuite survey results.

• Over 130 key benchmark jobs, each with detailed job descriptions, and consistent leveling methodologies.


  

Survey Schedule
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January 2012 Distribution of Input Materials
1 January 2012 Effective data of data
15 March 2012 Deadline for submission of data - Extended to May 15th!!
July 2012

Production and distribution of survey results to participants


  

SalesSurveySuite™ News
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Western Management Group integrates their Sales and Service surveys into the new SalesSurveySuite™ , which will be comprised of data from all three of our sales compensation offerings:

Business to Business Sales and Service Compensation Survey
High Technology Sales and Service Compensation Survey
Consumer Product Sales Compensation Survey

Data for identical jobs from each of these surveys is included in the SalesSurveySuite™.  There are multiple advantages to you as a participant, including:

• Consistent job codes, descriptions, and data definitions standardized across all three surveys.

• You can now use the SalesSurveySuite to supplement your Commercial Sales and Service survey data.

• NO additional cost

What does this REALLY mean?  Simple:  As a participant in the Commercial Sales and Service Compensation Survey, your purchase of survey results entitles you not only to access the Commercial Sales and Service data, but now it also entitles you to complete access to the data from all three surveys, every job, every company, every incumbent.

How much or how little you choose to leverage the SalesSurveySuite is entirely up to you.  Using DataCentral, you have complete control over which datapoints to include or exclude from your analysis.

And what does this cost?  Again, nothing beyond your normal Survey Fees.  Access to the full Suite is at no extra charge, it’s a privilege extended to every participant in any one of the three surveys.  You’re getting three surveys for the price of one.

Your survey data is automatically included in the overall SalesSurveySuite™ database, and will be used only by participants in the SalesSurveySuite™.  If you have any questions, or wish to have your data excluded from the larger database, please contact Steve Treder at 408/399-4900 x225.


  

Participation Fees
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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, 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 Fee
Survey Fee – Provides BOTH Standard and Custom Report Access            $ 1,750
Hard Copy of Standard Report (in addition to the fee above) $ 200

  

Discounts
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You can earn significant discounts this year!
   
$ 100  On-Time Discount if you submit your pay data by 15 March 2012
   
$ 50 PolicyCentral® Discount if you complete/update the specified topics in PolicyCentral by 15 March 2012
   
$ 100 Previous Participant Discount for all 2011 B2B (Commercial) Sales and 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.

 


  

Results - DataCentral
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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 complex reporting “drill-down” capabilities. All  participants will receive a FULL YEAR of 24x7 access to DataCentral® to download your reports online, and to run unlimited Custom Reports with immediate results. Both reporting levels described below will provide the analyses in PDF and XLS Formats.

STANDARD REPORT
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 and Excel 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 the employee weighted, simple average, or median of each pay element for each survey job.
• Detail Report:  For each survey job, displays employee weighted averages, simple averages and percentile data for each pay element as well as base-to-bonus earnings mix data, and number of employees reported to each FLSA Status.
• Breakout Within Job Report:  For each survey job, displays average or median data of each pay element broken out by Product Sector, Geographic Area and Company Revenue.
• 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.

A hard copy, printed version of the Standard Report is also available for an additional $200.

CUSTOM REPORT
The Custom Report Generator 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 may choose to include or exclude your own data from the market results calculations, plus you have the ability to filter and compare your data to ALL data from ALL participants, or a Geographic area, or Product of your choice. You have complete control and flexibility in defining your own reports. 

  • Company Selections
  • Company Size by Revenue or Employment
  • Business Segment 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 Report level PLUS

• Market Comparison Report:  The Market Comparison Report displays how your company compares to the market in graphic and tabular formats.

• 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.

For a live demonstration of the power, flexibility and capabilities of DataCentral go to www.wmgnet.com and log on to DataCentral with the User Name:  DEMO and the Password:  DEMO, or call Steve Treder at 408 399 4900 x225 for a guided tour.


  

Sample Report Formats
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 A wide variety of reports are available to display the data from the survey in both .PDF and .XLS

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 Incentive 
            Average or Median Actual and Targeted Total Compensation
            Total Number of Incumbents 
            Total Number of Companies

  Click here to 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 

 Click here to view a sample of the Detail Report

 Breakout Report: Includes Employee Weighted Average or Median pay data for each job broken out by Product Sector, Geography, and Revenue.                       

 Click here to view a sample of the Breakout Report

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. 
 

           Click here to view a sample of the Market Comparison Report

All of these formats, and more, are available through DataCentral; where you can run, download and save unlimited reports based on your own selection criteria.  ALL survey jobs that have sufficient data (5 companies matching to the job), are included whether your company has submitted data or not.


  

Sales Survey Suite Participants
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2011 SalesSurveySuite™ KEY PARTICIPANTS
   
Consumer Products Sales Key Participants
Activision Blizzard
American Greetings
Amway
Amy's Kitchen
Bose
BP Americas
Calvin Klein
Chiquita Brands
Clarins
Coca-Cola
Crabtree & Evelyn
Crayola
Dannon
Disney Consumer Products
E. & J. Gallo Winery
Elizabeth Arden
Fender Musical Instruments
Fiskars Brands
Hallmark Cards
Hershey
Kimberly-Clark
L'Oreal USA
Lands' End
Lennox International
Mead Johnson
MeadWestVaco
NBTY
NCR
Nestle USA
New Balance Athletic Shoe
Newell Rubbermaid
Nokia
Oakley
Phillips-Van Heusen
Phillips-Van Heusen Dress Shirts
Phillips-Van Heusen Neckwear
Phillips-Van Heusen Sportswear
Reckitt Benckiser
Red Bull North America
Reynolds American
Samsung Electronics America
Schwan Foods
Sentry Group
Shell Oil
Solo Cup
Swarovski
TaylorMade Adidas Golf
World Kitchen
   
High Technology Sales & Service Participants
AT&T
Beckman Coulter
Canon USA
GridPoint
Hewlett-Packard
Ikon Office Solutions
Ingersoll Rand
Ingram Micro
Intelsat
Johnson Controls
Konica Minolta Business Solutions
Level 3 Communications
Molex
MTS Systems
NCR
NEC Display Solutions
Network Solutions
Nokia
NXP Semiconductors
Physical Electronics
Pitney Bowes
Psion
Qwest Communications
Rockwell Automation
Schneider Electric
Simplex Grinnell
Sony Electronics
Swagelok Northern California
Tellabs
Unisys
Verizon Communications
Zebra Technologies
   
Business to Business Sales & Service Participants
Aviall
DISH Network
Herman Miller
Lennox International
Nokia
Snap-On
Sonoco Products
Waste Management

 


  

Job Coverage
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GENERAL SALES  - Bold = New Job
10110 Field Sales Representative 1             
10120 Field Sales Representative 2             
10130 Field Sales Representative 3             
10140 Field Sales Representative 4             
10150 Field Sales Representative 5             
10210 Sales Manager 1A  (Selling)             
10211 Sales Manager 1B  (Non-Selling)             
10220 Sales Manager 2             
10230 Sales Manager 3             
11130 Key Accounts Sales Representative
11140 Key Accounts Sales Representative-Specialist Level               
11210 Key Accounts Sales Manager 1
11220 Key Accounts Sales Manager 2
11230 Key Accounts Sales Manager 3                
12130 Largest Strategic Accounts Sales Representative-Career Level                  
12140 Largest Strategic Accounts Sales Representative-Specialist Level
12210 Largest Strategic Accounts Sales Manager 1
12220 Largest Strategic Accounts Sales Manager 2
12230 Largest Strategic Accounts Sales Manager 3                    

PRODUCT SPECIALTY SALES - Bold = New Job
13110 Product Specialist Sales Representative 1             
13120 Product Specialist Sales Representative 2             
13130 Product Specialist Sales Representative 3            
13140 Product Specialist Sales Representative 4             
13150 Product Specialist Sales Representative 5             
13210 Product Specialist Sales Manager 1             
13220 Product Specialist Sales Manager 2             
13230 Product Specialist Sales Manager 3             
14130 Product Specialist Key Accounts Sales Representative
14140 Product Specialist Key Accounts Sales Representative-Specialist Level
14210 Product Specialist Key Accounts Sales Manager 1                   
14220 Product Specialist Key Accounts Sales Manager 2

14230 Product Specialist Key Accounts Sales Manager 3
15130 Product Specialist Largest Strategic Accounts Sales Rep-Career Level   
15140 Product Specialist Largest Strategic Accounts Sales Rep-Specialist Level  
15210 Product Specialist Largest Strategic Accounts Sales Manager 1 
15220 Product Specialist Largest Strategic Accounts Sales Manager 2

15230 Product Specialist Largest Strategic Accounts Sales Manager 3 
 

CHANNEL SALES  - Bold = New Job
16110 Channel Sales Representative 1             
16120 Channel Sales Representative 2             
16130 Channel Sales Representative 3             
16140 Channel Sales Representative 4             
16150 Channel Sales Representative 5             
16210 Channel Sales Manager 1             
16220 Channel Sales Manager 2             
16230 Channel Sales Manager 3             
17130 Channel Sales Key Accounts Sales Representative
17140 Channel Sales Key Accounts Sales Representative-Specialist Level
17210 Channel Sales Key Accounts Sales Manager 1 
17220 Channel Sales Key Accounts Sales Manager 2
17230 Channel Sales Key Accounts Sales Manager 3
18130 Channel Sales Largest Strategic Accounts Sales Representative-Career Level 
18140 Channel Sales Largest Strategic Accounts Sales Representative-Specialist Level
18210 Channel Sales Largest Strategic Accounts Sales Manager 1 
18220 Channel Sales Largest Strategic Accounts Sales Manager 2

18230 Channel Sales Largest Strategic Accounts Sales Manager 3 
        

GOVERNMENT SALES
19110 Government Sales Representative 1             
19120 Government Sales Representative 2             
19130 Government Sales Representative 3             
19140 Government Sales Representative 4             
19150 Government Sales Representative 5             
19210 Government Sales Manager 1             
19220 Government Sales Manager 2             
19230 Government Sales Manager 3             

BUSINESS DEVELOPMENT 
20110 Business Developer General Sales 1             
20120 Business Developer General Sales 2             
20130 Business Developer General Sales 3
20210 Business Development Manager 1             

INSIDE SALES
21010 Inside Sales Representative 1             
21020 Inside Sales Representative 2             
21030 Inside Sales Representative 3             
21040 Inside Sales Representative 4             
21110 Inside Sales Specialist 1             
21120 Inside Sales Specialist 2             
21130 Inside Sales Specialist 3             
21140 Inside Sales Specialist 4             
21150 Inside Sales Specialist 5             
21210 Inside Sales Manager 1              
21220 Inside Sales Manager 2              

SALES ADMINISTRATION
30010 Sales Administrator/Support Specialist 1             
30020 Sales Administrator/Support Specialist 2             
30030 Sales Administrator/Support Specialist 3             
30210 Sales Administrator/Support Manager 1             
30220 Sales Administrator/Support Manager 2             

SALES AUTOMATION
31110 Sales Automation/Technology Specialist 1             
31120 Sales Automation/Technology Specialist 2             
31130 Sales Automation/Technology Specialist 3             
31210 Sales Automation/Technology Manager 1             
31220 Sales Automation/Technology Manager 2             

SALES FORECASTING
32110 Sales Forecast Analyst 1             
32120 Sales Forecast Analyst 2             
32130 Sales Forecast Analyst 3             
32210 Sales Forecast Analyst Manager 1             
32220 Sales Forecast Analyst Manager 2

REMOTE SUPPORT
40010 Technical Support/Help Desk 1            
40020 Technical Support/Help Desk 2            
40030 Technical Support/Help Desk 3            
40110 Remote Support Engineer 1            
40120 Remote Support Engineer 2            
40130 Remote Support Engineer 3            
40140 Remote Support Engineer 4            
40150 Remote Support Engineer 5            
40210 Remote Support Manager 1            
40220 Remote Support Manager 2            

REPAIR CENTER
41010 Repair Technician 1            
41020 Repair Technician 2            
41030 Repair Technician 3            
41210 Repair Center Manager 1            

FIELD SERVICE
42010 Field Service Engineer 1            
42020 Field Service Engineer 2            
42030 Field Service Engineer 3            
42040 Field Service Engineer 4            
42050 Field Service Engineer 5            
42210 Field Engineering Manager 1             
42220 Field Engineering Manager 2            
42230 Field Engineering Manager 3            

EDUCATION
50110 Sales and Technical Education 1            
50120 Sales and Technical Education 2            
50130 Sales and Technical Education 3            
51110 Technical Education 1            
51120 Technical Education 2            
51130 Technical Education 3            
52110 Sales Education 1            
52120 Sales Education 2            
52130 Sales Education 3            
53210 Education Manager 1            
53220 Education Manager 2
 


  

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