Salespeople, What Is Your Number / Quota?

Good question. Let's say the average salesperson makes $100,000 (obviously it varies widely but it's a round number to start with). For an integrator, it would seemingly have to be $1 Million + given the inherent low margins in the business.

In any event, feel free to share even if it's general rules of thumbs you know from your peers.

Here's that listing, from Convergint Careers

I wonder what their mix between products and labor is and what their margins are. Seems likely a fairly high number but if they have have low product margins, they might need this to justify the position. Anyone with any ideas or thoughts on this?

I got hired as a salesmen for a large company after I sold my 1st company. I needed something to do . so i got a job. I reallized they had what you would call fuzzy math . the equations did not line up .

Thier formula what 25% of the profit .But unless you really were in control of the company assets and project s you could not control the loss's. It really was a minimum wage job with bonus's. It used my resources to finance company expenses's buying them 30-90 days of time. Watch out for the flim flam sales people of life , promising the world when reality is a lot different .

When I Control the personnel , I control the loss's and the expense's. 30,30,30 , 10 rule ( 10% to the sales process )

I have watched many companys with 30+ % lossy rates as they have no control over thier operations and constant overages due to lack of strict control & standards .

Good People , Good Talent , High Expectations , Progressive Standards , Strict enforcement , Great Benefits & Rewards for success. I have sense set my own standards of No Compromise (NMWTC) And Good Records of ( The Black List ) No Compromise , No Exception s Taken , High Standards for Great Success. Passion , Performance , Pride

Michael, I believe $1.5 - 2m can be done. I just think that's a big number for an average or new rep, especially as you imply/ask, the margins are half decent.

You could bid a 12% margin on 20 different multi-million dollar RFPs and hope to win one but I am presuming the deals are more lucrative than this.

$500k sounds reasonable for direct, negotiated work. What I wonder is how much project management responsibility they take on? If they purely do sales and need separate PMs, engineers, etc., that's a big percentage of money going to the salesperson. On the other hand, maybe a $500k quota rep is getting paid in the $50k to $70k offsetting the lower sales number.

These numbers are achievable only if you have flexibility and support from the company. Everything in place and good structure .

Stay away from little projects which take a lot of energy & time. Invest Time in well Qualified leads & clients , Do the time and work the process .

Companies offer great exciting offers to entice new talent , Lots of applicants to sift thru, Big Egos & Large enticing # s to attract as many replies as possible .

I found to make the qualified leads a success you have to become a part of their life and culture and pretty much live daily around their schedule s .

There is a price to pay , nothing is free , ( Family , Relationships , Friendships ) everyone pays for the time.

I have worked as an integrator for over 18 years and have held numerous sales positions within several organizations. I was in a larger market and based on my relationships and sales opportunities, I typically would close over $5Million per year and earn well over $200K annually. I was compensated a percentage which would fluctuate based on the profit margins estimated and adjusted for what the actual project would close at. Sometimes this meant extra money, but more typically, it meant a reduction in my commissions. I have worked on the manufacturing side and the consulting side as well as business development and I can honestly say that the money is best when you work for a quality integrator and you exceed your numbers. By the way, my base was typically between 75K and 100K, with the remaining earnings based on commissions and bonuses.

600-800k quota. 35 percent average margin. 50 k base. 50 k average yearly commisions, company car with health benefits.

Quota expectations depend on the product mix and market. A quota of 1 1/2 to $2 million is not unreasonable. To increase margins, you have to put box around your target market.

Precisely. If you live in an open bid market,t then there will be nothing to differentiate you and your competitors except price. We focus is on clients where you can develop a relationship and properly convey the value that you provide