SalesGlobe recently published the results of its 2012 Staffing Industry Sales Force Compensation Survey, which companies can use to benchmark their sales organizations. The report specifically examined sales and recruiting roles, organization structures, and sales compensation practices. Last year staffing companies paid their sales forces more than they anticipated, by an average of 13 percent. That’s certainly good news for the sales organization, and it points to improving revenue growth for the staffing firms, as well.
The majority of companies surveyed have sales roles that focus on account management, customer acquisition, blended functions (e.g., selling recruiters), and sales management. Among the front line sales roles measured, average base pay and incentive was highest for Major/National Account Managers (defined as someone who manages the largest accounts in the organization; responsible for retention, penetration and sometimes account acquisition).
Account Executive II roles (defined as someone who manages current customer accounts and sells to new customers; responsible for retention, penetration and new account acquisition) have second highest average incentive pay.
Some highlights from the report include:
- Higher Actual vs. Target Compensation. Actual total compensation in 2011 was on average 13 percent higher than targeted compensation across all roles, company sizes, and product focus areas. Overall, actual base salary was approximately 3 percent higher than target salary and actual incentive was 12 percent higher than target incentive, on average.
- Increase in Base Salary. In 2010, 43 percent of companies reported no anticipated change in base salary for 2011. However, with the strengthening economy and increased competition for staffing talent, only 28 percent actually had no salary increase in 2011. The percent of companies anticipating no base salary increase in 2012 is even less at 22 percent. Staff turnover for sales roles was 33 percent in 2011, an increase from 24 percent in 2010. Turnover for recruiting roles was less at 22 percent in 2011. Approximately one-third of the turnover is voluntary.
- Popular Performance Measures. The most common performance measures across sales jobs are gross profit and revenue. Often, performance to these measures is recognized upon billing or collection and is predominantly paid on a monthly or quarterly basis for sales roles. Other performance measures include gross margin, placements, net operating income, and accounts receivable.
- Use of Thresholds. There is mixed use of thresholds (minimum performance standards for incentive pay) for performance measures. 53 percent of companies do not have performance thresholds. 47 percent do have performance thresholds. These are the same results reported in 2011.
- Increase Use of Caps. In 2011, 79 percent of performance measures were uncapped and did not limit payouts. This past year the percent of uncapped dropped to 66 percent.
The accompanying chart outlines average actual base salary, incentive, and total compensation for the front line sales roles analyzed in the report. This overview analysis includes all company sizes. Detailed year-over-year analysis is provided for each role type in the full report.
|
2011 Average Actual Compensation for Front Line Roles |
|||
|
Title |
ACTUAL Base Salary |
ACTUAL Incentive |
ACTUAL Total Compensation |
|
Account Executive I |
$45,140 |
$39,521 |
$121,699 |
|
Account Executive II |
$52,898 |
$60,284 |
$109,699 |
|
Account Manager |
$49,532 |
$31,544 |
$80,907 |
|
Major/National Account Manager |
$101,756 |
$74,255 |
$166,876 |
|
Sales Rep I |
$41,487 |
$8,463 |
$49,554 |
|
Sales Rep II |
$58,190 |
$13,864 |
$74,476 |
|
Selling Recruiter |
$45,177 |
$18,791 |
$75,521 |
|
Selling Branch Manager |
$65,449 |
$54,778 |
$116,444 |
|
Vendor On-Site |
$55,722 |
$21,052 |
$63,518 |
| Above data is average for each compensation component. Therefore, base salary and target incentive will not always sum to target total compensation. | |||
The study was conducted by SalesGlobe with support from Staffing Industry Analysts. The full report, available to participants only, provides detailed compensation and measure information for all the roles.
An executive summary is available for anyone interested, by emailing mdonnolo (at) salesglobe (com) com.
… [Trackback]
[…] Read More on|Read More|Read More Informations here|There you can find 78105 additional Informations|Informations on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More on|Read More|Read More Informations here|Here you can find 54154 additional Informations|Infos on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More here|Read More|Read More Infos here|There you will find 54943 additional Infos|Informations on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More here|Find More|Find More Informations here|Here you will find 54688 additional Informations|Infos on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Read More Infos here|Here you can find 84636 additional Infos|Infos on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More here|Read More|Read More Infos here|There you can find 35373 more Infos|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More here|Read More|Find More Infos here|There you can find 45872 more Infos|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More here|Find More|Read More Infos here|There you will find 75119 additional Infos|Infos on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Find More Infos here|There you can find 3265 more Infos|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Find More Informations here|There you will find 29631 more Informations|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More on|Read More|Find More Infos here|There you can find 16523 more Infos|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Find More Infos here|There you can find 4882 more Infos|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More here|Find More|Find More Informations here|There you can find 23252 additional Informations|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More on|Read More|Find More Infos here|There you will find 8438 additional Infos|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More here|Find More|Read More Infos here|There you will find 65291 more Infos|Infos on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More here|Read More|Read More Infos here|Here you can find 5445 additional Infos|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Read More Infos here|Here you will find 44330 additional Infos|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Read More Informations here|There you will find 9203 more Informations|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More on|Read More|Read More Informations here|Here you will find 23484 more Informations|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Read More Infos here|There you will find 17321 more Infos|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More on|Read More|Read More Informations here|There you can find 36141 more Informations|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Find More Infos here|Here you can find 1458 more Infos|Infos to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More here|Find More|Read More Informations here|Here you can find 3998 additional Informations|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More here|Find More|Read More Infos here|There you can find 67783 more Infos|Infos on that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Find More on|Find More|Read More Infos here|Here you will find 4888 more Infos|Informations to that Topic: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] There you will find 76182 more Infos: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]
… [Trackback]
[…] Read More: thestaffingstream.com/2012/09/12/how-much-should-you-pay-your-sales-force/ […]