2026 Retail Survey Results

Commission? Clienteling?  Retailers are doing some interesting things this year…

RevenueShift has surveyed dozens of luxury and configurable goods retailers to better understand how sales roles, incentives, and performance expectations are evolving. The findings point to a clear shift in how organizations are structuring the associate role, managing workforce stability, and aligning compensation toresults. In the sections below, we explore three key questions shaping these changes: Are you rethinking clienteling? How do you stack up on associate turnover? And is your commission paying for results?

A. Are you rethinking clienteling?
Luxury retail has long expected associates to manage client relationships and drive traffic through outreach. That model is shifting as in-store demands grow. Only 23% of sellers now see clienteling as core to the role, while 51%view it as situational; done when time allows or tied to a specific opportunity. Retailers are increasingly being strategic about when and how clienteling should happen.

B. How do you stack up on associate turnover?
While turnover remains a challenge, many retailers are seeing improvement. In our survey, two-thirds reported turnover below 30%, and 89% of retailers below 50% turnover. This progress appears linked to greater use of performance-based incentives and clearer earning opportunities, helping stabilize what has traditionally been a challenge.

C. Is your commission paying for results?
Commission plans are shifting away from product-based incentives toward overall sales performance. Only 18% differentiate by product line, while 55% focus on quota achievement. This simplifies plans and better aligns pay with results,though it requires well-designed quotas to ensure broader business priorities are still met.

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Click here to download the retail survey results.