IC Benchmarking Survey

S1. Which geographies do you support for Incentive Compensation (IC) plan design or management?* This field is required.(Select all that apply)

US only

EU only

US and EU both

Global

S2. Which salesforce roles in your organization are currently eligible for IC?* This field is required.(Select all that apply)

Territory Business Managers

First-line Sales Managers

Second-line / Regional / National Sales Directors

Not applicable

Other

S3. Approximately how many IC-eligible field representatives are in your organization (globally or in your remit)?* This field is required.

Fewer than 100

100 – 249

250 – 499

500 - 1,000

1,000+

Not applicable

S4. Which therapeutic areas does your organization focus on?* This field is required.

Primary Care

Specialty Care

Rare Disease

Oncology

Other

A1. How many components does your IC Plan include?* This field is required.

4 and above

Not applicable

A2. Which of the following best represents the basis of your IC plan design?* This field is required.

Brand-specific (plans tied to individual brands)

Multi-brand (one plan covering multiple brands)

Hybrid (varies by role or region)

Not applicable

A3. For plans that use a single performance measure, is the design approach:* This field is required.

Consistent across all roles

Differentiated by therapeutic area

Not applicable

A4. What is the most common primary performance measure used in your IC plans?* This field is required.(Select all that apply)

Individual goal attainment (quota-based)

Commission (sales volume-based)

Rank-based (relative performance)

National / Regional target-based

Average of underlying geographies

MBO

Not applicable

Other

A5. Please indicate which IC components are typically included in incentive plans for each role:* This field is required.(select all that apply)

A6. Are Incentive Compensation (IC) plans differentiated based on the following factors?* This field is required.Please select all that apply

Product lifecycle stage

Brand type

Market maturity

Role type

Not applicable

A7. Are IC payouts in your organization typically capped or uncapped?* This field is required.

Capped (earnings limited at a maximum)

Uncapped (no upper limit on earnings)

Not applicable

A8. What is the minimum threshold attainment required before participants become eligible for payouts?* This field is required.

<70%

70–79%

80–84%

85–89%

90%+

Not applicable

A9. What is the maximum earning opportunity under your plans (as % of target payout)?* This field is required.

<150%

150–199%

200–249%

250–300%

Uncapped

Not applicable

A10. Please provide the typical IC target payout range (annual, minimum–maximum in USD) for each role:* This field is required.

Min Target Payout ($)

Max Target Payout ($)

Sales Representative

First Line Manager

Second Line Manager

Sales Representative

First Line Manager

Second Line Manager

Min Target Payout ($)

Max Target Payout ($)

Min Target Payout ($)

Max Target Payout ($)

Min Target Payout ($)

Max Target Payout ($)

B1.How frequently are goals set in your organization?* This field is required.

Monthly

Quarterly

Semi-annual

Annual

Not applicable

Other

B2. Which of the following best describes your organization’s approach to goal setting?* This field is required.

Top-down

Bottom-up

Hybrid

Other

Not applicable

B3. Which method(s) are used to set targets/quotas? * This field is required.(Select all that apply)

Historical sales data

Market potential(IMS/IQVIA or equivalent)

Manager discretion /negotiation

Territory potential /HCP opportunity mapping

Equal Allocation

Not applicable

Other

B4. What percentage of goals are typically achieved by the field force?* This field is required.

Less than 70%

70–79%

80–89%

90–99%

100–109%

110% or more

Not applicable

B5. Which fairness checks are used to validate goal setting? * This field is required.(Select all that apply)

Historical sales trends analysis

Peer territory benchmarking

Market potential analysis (IMS/IQVIA data, etc.)

Manager review/adjustment

None

Not aaplicable

B6. How confident are you that current goal-setting practices are fair and motivating for the field?* This field is required.

Very confident

Somewhat confident

Neutral

Not very confident

Not confident at all

B6. How frequently are mid-cycle goal adjustments made?* This field is required.

Rarely / Exception only

Once per year

Multiple times per year

Regularly (built into the process)

Not applicable

B7. Under what circumstances are goals adjusted mid-cycle in your organization? * This field is required.(Select all that apply)

Loss of exclusivity (LOE) / generic entry

Supply chain disruptions / stock-outs

Territory realignments

New product launches

Market access /tender outcomes

Goals are not adjusted mid-cycle

Not applicable

Other

B8. What are the primary challenges your organization faces while setting goals? * This field is required.(Select all that apply)

Delay in data availability

Forecast Issues

Frequent changes in territory alignment

External factors (formulary changes, new product launch)

Not applicable

Other

B9. Which payout graph aligned closely with your Incentive Compensation strategy in your organization?* This field is required.(Select all that apply)

B9. How transparent are goal adjustments communicated to the field?* This field is required.

Fully transparent (clear rationale and recalculated targets shared)

Partially transparent (adjustments shared but limited rationale)

Not transparent

C1. What is the typical performance period for IC plans?* This field is required.

Monthly

Quarterly

Semi-annual

Annual

Not applicable

C2. What is the most common payout frequency for IC plans in your organization?* This field is required.

Monthly

Quarterly

Semi-annual

Annual

Not applicable

C3. How far back can incentive payouts be retroactively adjusted in your organization?* This field is required.

Adjustments allowed within the previous quarter

Adjustments allowed within the previous half-year

Adjustments allowed within the past year

Adjustments allowed beyond one year

Not applicable

Other

C4. Under what circumstances are payout adjustments made?* This field is required.(Select all that apply)

Delayed data availability

Credit/reversal for returns or cancellations

Territory/role changes

Not applicable

Other

C5. How frequently are the following IC deliverables published to the field? * This field is required.

C6. Which reports are accompanied by the What-If Calculator?

Scorecards

Performance summary

Goal Card

Not applicable

C7. How frequently are IC pay policies reviewed?* This field is required.

Quarterly

Semi - Annual

Annually

Not applicable

Other

C8. On average, how many inquiries are raised per payout cycle?* This field is required.

C8. What is the typical turnaround time for inquiry resolution (in business days)? * This field is required.

C9. How is your organization currently leveraging Gen AI to support Incentive compensation operations?* This field is required.(Select all that apply)

Performance Reporting

Forecasting/Goal Setting

Process Automation

Not using GenAI

Other

Not applicable

D1. Are Management by Objectives (MBOs) included in your IC plans?* This field is required.

Yes

Not applicable

D2. If yes, what % of your IC plans include MBOs?* This field is required.

Less than 25%

25–50%

51–74%

75 - 100%

Not applicable

D3. On average, how many MBO objectives are included per plan?* This field is required.

1–2

3–5

Not applicable

D4. Which of the following MBO objectives are most commonly included, and what is their typical weight?* This field is required.

Avg. Weight %

Call/Business Activities

Account Planning

Training/Compliance

Relationship Management

Disease State Education

Other

Call/Business Activities

Account Planning

Training/Compliance

Relationship Management

Disease State Education

Other

Avg. Weight %

D5. Who typically defines MBO objectives in your organization?* This field is required.

Sales Leadership (HQ)

Human Resources / Compensation

Field Managers

Cross-functional Committee

Not applicable

Other

D6. Which of the following best describes the method used to evaluate MBOs?* This field is required.

Numeric targets (objective measures)

5-point rating scale

Pass / Fail

Manager narrative evaluation

Not applicable

Other

D7. How frequently are MBOs reviewed and assessed?* This field is required.

Monthly

Quarterly

Annually

Not applicable

Other

D8. What is the maximum earning opportunity on the MBO component (as a % of target MBO payout)?* This field is required.

≤100% (no upside)

101–125%

126–150%

>150%

Not applicable

E1. How many contests does your organization runs annually?* This field is required.

1-2

3-5

Not applicable

E2. What is the typical duration of contests conducted in your organization?* This field is required.

Monthly

Quarterly

Semi-annual

Annual

Ad-hoc / As needed

Not applicable

E3. On average, what percentage of the field force is recognized or awarded in contests and annual awards?* This field is required.

E4. What percentage of the total Incentive Compensation (IC) budget is allocated to contests?* This field is required.

Answer in % (0-100%)

F4. At what organizational level are contest winners typically recognized?* This field is required.

Individual Sales Representative

First-line Manager

Second-line Manager

National / Enterprise-wide

Other

E5. At what organizational level are contest winners typically recognized?(Select all that apply)

Individual Sales Representative

First-line Manager

Second-line Manager

National / Enterprise-wide

Not applicable

Other

F5. What is the primary metric used to determine contest winners?* This field is required.

Goal attainment

Earnings

Composite score (weighted)

Other

E6. What is the primary metric used to determine contest winners?

Goal attainment

Earnings

Composite score (weighted)

# of new writers

Not applicable

Other

F6. Which types of non-monetary recognition are most commonly used?(Select all that apply)

Certificates

Digital badges

Public recognition (events, newsletters, townhalls)

Other

F6. How does your organization measure the effectiveness of contests and recognition programs?* This field is required.

Sales uplift during contest period

Post-contest performance sustainability

Employee feedback / surveys

Other

G1. Which of the following metrics does your organization use to evaluate IC plan effectiveness?(Select all that apply)

Quota attainment distribution

% of participants at or above target payout

Payout-to-performance correlation

Rep satisfaction/feedback

Other

G2. What percentage of the field force typically earns within ±10% of their target payout?

Less than 20%

20–39%

40–59%

60–79%

80% or more

F1. Which of the following best describes the shape of the payout distribution curve?* This field is required.

Bell-shaped (most participants around the target)

Skewed high (majority earning above the target)

Skewed low (majority earning below the target)

Flat/even distribution

Not applicable

F2. How frequently does your organization collect structured feedback from the field on IC plans?* This field is required.

Monthly

Quarterly

Annually

Ad-hoc only

Feedback not collected

F3. What percentage of field feedback typically results in actual changes to IC plans?* This field is required.

Less than 10%

10–24%

25–49%

50% or more

F4. Overall, how effective do you believe your current IC plans are in driving desired business outcomes?* This field is required.

Highly effective

Moderately effective

Minimally effective

Not effective

F2. What is the engagement rate based on your IC plan, defined as the % of your field force with a payout > 0% of target before applying eligibility criteria?* This field is required.

Less than 80%

80% - 84%

85% - 89%

90% - 94%

95% - 100%

Not applicable

F3. What is the meaningful engagement rate based on your IC plan, defined as the % of your field force with a payout > 75% of target before applying eligibility criteria?* This field is required.

Less than 60%

60% - 69%

70% - 79%

80% - 89%

90% - 100%

Not applicable

F4. What is your IC budget utilization, calculated as total incentive payout divided by total target (payout ÷ target)?* This field is required.

Less than 80%

80% - 84%

85% - 89%

90% - 94%

95% - 100%

Not applicable

G1. How closely are IC plans aligned with your annual brand strategy?* This field is required.

Very closely aligned

Moderately aligned

Minimally aligned

G1. How frequently are IC plans reviewed in your organization?* This field is required.

Quarterly

Semesterly

Annually

Ad-hoc (as needed)

Not applicable

G2. Who are the primary participants in IC governance committee in your organization?* This field is required.

Sales Operations

Human Resources / Compensation

Brand / Marketing team

Cross-functional teams

Not applicable

Other

C4. Is there a formal governance body in place for IC plan design and approval?

Yes

G3. What governance controls are in place for IC plan design?* This field is required.(Select all that apply)

Design deadlines / annual calendar

Formal review committee

Exception-handling protocol

No Governance Controls

Not applicable

Other

G5. How satisfied are you with the current governance process for IC plan design and approval?* This field is required.

Extremely satisfied

Satisfied

Neutral

Dissatisfied

G6. What platform is used for performance reporting in your organization?* This field is required.

Excel

PDF

In house web portal or internal system

Fully outsourced to an external provider

Combination of internal tools and external provider