Manufacturer Sales Compensation 2016 Report

Author: Brian Karas, Published on May 09, 2016

This is the most comprehensive statistics on manufacturer sales compensation and a must read for those who are on the manufacturing side, want to go to the manufacturer side or are curious what their vendor's salespeople make.

Manufacturers told us, in detail, about compensation and much more.

The results determined include:

  • Outside sales base salary and commission levels
  • Inside sales base salary and commission levels
  • Average quota levels set
  • Methods used to set quotas
  • Perceptions on whether quotas are fair
  • Top challenges in achieving quotas
  • Most desired non-monetary compensation
  • Cash vs stock compensation preferences
  • Outlook for sales jobs
  • Preferences for future sales jobs

Their answers are analyzed in this report, providing insight on how manufacturer sales people are getting paid, how they view the industry, and what they would recommend changing.

**** ** *** **** ************* ********** ** ************ ***** ************ and * **** **** *** ***** *** *** ** *** manufacturing ****, **** ** ** ** *** ************ **** ** are ******* **** ***** ******'* *********** ****.

************* **** **, ** ******, ***** ************ *** **** ****.

*** ******* ********** *******:

  • ******* ***** **** ****** *** ********** ******
  • ****** ***** **** ****** *** ********** ******
  • ******* ***** ****** ***
  • ******* **** ** *** ******
  • *********** ** ******* ****** *** ****
  • *** ********** ** ********* ******
  • **** ******* ***-******** ************
  • **** ** ***** ************ ***********
  • ******* *** ***** ****
  • *********** *** ****** ***** ****

***** ******* *** ******** ** **** ******, ********* ******* ** how ************ ***** ****** *** ******* ****, *** **** **** the ********, *** **** **** ***** ********* ********.

[***************]

*******

  • ******* ***** ****** **** * **** ~$***, *** ***** ************ of $**** ** ** $****+
  • ****** ***** **** ** ~$***, *** ***** ************ ** ~$***
  • ****** **** ** ******* *** ******, *** ******* ** ** the $** *****, *** ********* ** **** **** **-**% ** met
  • ***** ****** ********* ******** ****** ** "****** **** **** *****" instead ** ********* ***
  • ***** ******** *** *********** ************ *** *** ******* ******* ********** sales ****** **** ********* ***** ******
  • ******* ****, ***** ****** **** ** **** **** *********** ** the *******
  • **** *********** ***** ****** **** **** *****
  • ******** ******* ** ***** ****** ** *****, ***** **** * negative **** **** **** ******** ******* *** ***** ******* **** those **** ******** *******
  • **** ***** ****** ***** ********* ***** ******* ** **** * job ** *** ********, ********* **** ************* ******* ** ***********
  • ******** *** ***** ********** *** ***** ******* *** *************
  • ****** ***** **** *** ***, *** **** ***** ****** *** it's ***** **.

Outside ***** **** *****

** ***** "** **** ********** **** ** *** ******* ****/***** ************ *** ******* Sales? *** **** ** ****?" ********* **** * ******** ******* in ************ ***** *** ******* ***********.

**** ******

*** **** ****** ******* ***** **** ****** *** ** *** 70-80K (***) *****, ****** *-****** **** ************* **** *** ********.

***** / **********

***** ************ *** * ************ ******* ***** ****** ***** ****** $120,000, ***** ** ********* *****, ****** ** ******* ******** *****, numbers ***** $***,*** *** **********.

****** ********* ** ********:

  • "*** ** *** $***-$*** **** ********* ** **********. ********** **** will **** ********* ** *** ********* (******** / **********) ***** targeted **** $*** - $***"
  • "$*** ** $*** ****. $**** ** $**** ***"
  • "***** ** ** * **/** ***** **** **** ******** ***** between $*** ** $****."
  • "*** **** / *** *****."
  • "**** ** $*** ** $*** *** ******** ****, $*** ** $120k *** **** *********** ******** *********. ***** **** ** **** for ********* ** $**** ** $****, ***** **** *** *********** nationals ** $**** ** $****."
  • "$**** **** *** $*** *****"

****** ******** **** ********** **** *********** ********** *** ******** **. regional ***********.

Inside ***** **** *****

********* ** ******* ***** ************ ***** **** * ****** **** salary ****** $**,***, *** ***** ******** ** *** $**,***-$**,*** *****.  Inside ***** ******** ****** *** ** $***,***.

**** ** *** ****** ***** ***** ** ** * ********-***** position, **** ******* ****** ***** ****** ** ** ** ******* sales ****.

  • "****** ***** $** -$*** **** ***. - ***** **** ** performance ** ******(*) *********. ***** **** $**-$**"
  • "**-*** ****. **-*** *****."
  • "* **** * *** **** **** * $*,***/ ******* ***** if * *** ***% ** ***** *** * .***% ********** for ***** ****** **** * ** ****. ** ** *** 100% ** *** ****** ****** * **** *** * *** time $*,*** *****."
  • "*** **** *** ***** ** *** ***** ******* ** *** company."

Quotas - *** ******** *** ** *****

** ***** *** ******* ******, *** *** **** ** **** is ******** ******** ** *** ******* ***** ****.  ********* ****** a **** ***** ** ******, *** * ****** ***** ** falling **** ***** ** ***% ***********.

  • "$** ** $***. ** *** **** ** ******* **** ***, you ****** *** **%. ** *** **** ** ***** **** job, *** **% ** ******. ***** ***** ** ** * never ****** ****** ** **% ********** ******** **** ***** ** months."
  • "******* ***** ** *** $** - $**. ******* *********** ** 90%"
  • "$** *****. **% - **% ********"
  • "* ** * *******. **% ********** *** ****** ****."
  • "$**, **%"
  • "$*.** - $*.** **%-**%"
  • "$**~$*** **%~***%"
  • "$*-* *******. ** ******* ** ** ***%"
  • "$*-**. **% - ***% **** *** ***** ************."
  • "***** $** ** $** *** ***** **** ** ******* **% of ****."

No ***** ** *** ****** *** ***

***** ****** **** ******** ***** ***** ** *** ****** *** set, *** *** ********* ******** *** ***** ****** ******.  

*** ******** ** ****** **********: "*** *** ***** ****** ********* ***?  ** *** **** *** process ** ********* ****?  **** ** *** **** ***** ** the **** *** ** *** ******?"

*** ********** ********* **** **** ****** **** ********* *** ********* designed ** ** ************:

  • "** ** *** ** *** ********** ** *** ****** ********** conference. * ***** **'* ******. ******* **** ***'* **** *** correct ******. **** *** ********, *** *****-** ****** *** ****** on *** ********."
  • "****** *** ****'* **** . ** ****** *** ******* ********** in **** *** **** ** ******** *** ***."
  • "**** **** ***** ******, *** *** ** ********* ****** **********, usually *-**%. ** ***** ** **** **** ********* ** **** at ****** *** *** ****** *****, *** *** * ****** a *** ****** **** **** ** ********* ******."
  • "* **** ***** **** * ***** **** *** *** *** subjectively. ** *** ******* ***** ** **** **%, **** ***** each ***** ** ***** **%."
  • "*** ***** **** ** ********* *** *** ** ** **-********** quota **** **** * ****** ** **** ******* ***** *******."
  • "******* ** *** ***** ********** **, **** **** **** ******* out ** ******* *** **** ****** ** ** ********. ******* managers **** ****** ************ *** *** ****** ***** ** ********** growth **** ******** ***** ******."
  • "**** ***** ******* + ********* ******. *** ********* ****** ** often ************ ** **** *************."
  • "***** ****** *** **** ********* ****** *** ** * ****** handed **** **** *** ***** *** ** * *******'* ******* for ***** **** **** ** **. *** *********** ****. ** some ***** ****** ******** *** ***** **** ******* ** **** others **** *** ***. *** ****** ***** **** **** ************* is ****** **** ******* *** ***** **** *********** **** *** release ** * *** **** ** ******* ** ******* *** that *** *** *** **** ********. **** ******* **** ***** than *** ** *** ********** ***** ** ******* ****** **** product *************** ** ** ******* *********** ** *** ******* ** year ** ****."
  • "**** *** ************ *** ** ********** **** ****** / ** discussion ** ***** **** *** ***** ******. ********** ******* **** are **** ********* ** **** **** ** ** *** *** norm"
  • "***** ****** *** ********* ***** ** **** ***********. ******* **** much **** **** **** ****. * ****** *** ** *** quota ***** ** ** ****** *** ****** *** ********* ************* within *** **** *** **** *** ***** ** **** ********."

***** **** **** ***** ****** *** **** **** ****** **** ****, or ***** ***** ** ******* ********:

  • "********** ********* ***** ** *** ****** *** **** *** ****** in * **** ******. **** ********* **** ************* **** *** regional ***** *******, ** ******* **** **** *** **** *********** with. **** *** **** *** ** *** * ***** ***** be ** ******* *** **** ** *** ******* ** *** RSM ** ******* **** **** *** **** *********** ****."
  • "****** *** ***** **** ***** **** ***** **** * **% 20% ********. **** **** ** *** ********* *****."
  • "****** *** ******* ** *** **** *-* ***** ** ***** and ****** * % ** **. ** ********** ** ******** 8-15% ******. ***** ** ********* * ***** ******** ** **** state. ** ** *** **** * *** *** ** *** state **** ****, ** **** **** **** ***** **** ****. It ** ******, *** *** **** ***."
  • "**% **** ***** ***** ******** ** *** *********. ******* ** generally ****. ********* ***'* ****** * ******* ** ***** ** a ********* **** **** **** ***"

Chinese ******* *** *********** ************ ********* ******

**** ** ***** "**** ** *** **** ** *** ******* challenge ** ******* ** ********* ******?  **** ** **** ******** for ********** **?"  ******* ******* *** ******* ****** **** ********** ***** ** the ******* ********* ** ******.

  • "******* ********* ** *** ***** ****** ***** *** ******* ***********. Strategy: ****** *****, ***** **** ****** ********, *** **** ** value."
  • "*** **** ** *** ****** ****** *** ******** ** *** biggest *****. ***** ****** ****** *** ******* ** ***** ** the ***** *****, ** *** "***** ****" ** ******* ********** isn't ****** *** **** ********. ** ******* ***** ** *** technology ***** *** ******** **** ******** *** **** ******* ** superior ***** ******* *** ********** ** * **** ***** ** start."
  • "*******/******* * ******** ** *********** ***** **** **** ***** ******* to ********** *** **."
  • "**** **** *** **** ** ****** ** ******* *******. * $2K *** ** *** $***.**. **** ***** ******** ** ****** companies **** ***** **** **** ******** *******."
  • "*** *** **** ****** ************* ******* ** ** *** ****** every ***. **** *** ********* *** ****** *** *** *** market *** ** *** ******* **...******, *****, ***. ********* *** customers *** ******** **** ***** ** *** ******* ********. - Educating ** *** ********* ** *** ***** *******. *** **** people *** *** * *********, ***** ******. **'* ******* *** many ****** ** *** ******** ***'* **** *** **** *****. - ****** ** ** *** *** *** ** *** ******."
  • "************ *********** ******, *********** **** ***** *************, ********* ********* **** advanced ********. **** *** ** ******** *** ** *** ***** is ** *** ***** ** *** ******** ** ***** * trusted ******* *** *** *********."
  • "*** ***** ******* . ******* ***** *** ********* ** ** products *** ******* *** *******."
******* ****** ********* ** ******* ** ********* ****** *** *********** expectations:
  • "********** ******* **** **********. **'* **** ********* ** ******** *** attainable ******* **** **** ** ****** ********* ****** **********."
  • "*********** ****** ***********. *** **** **** ******** ** *** ***** creation *******."
  • "********* ****** **** ************. *** *******, **** ***'** ******* $*** from ** **** ** ******** *** ***'** *** **** * 30% ****** *********** **'* * *** ******* ******* ** ***** $6M **** ** ***** ** ** *** **** * $** territory, *** ******** *** ** ** ****** ******* *** ******** channel *** ********* *** *** ******** *** ********, ***** ******** yourself ****** **** ** ***** ******** *** ****"
  • "****** **** ** * **** ****** **** *** ******* ** growing ** * *****."

Most ******* ***-******** ************

** ******** ** *** ******** "**** ********, ******* ****, *** **** ********** ** *********?" ********* ****** sales ********* **** *********** ** *** ******* *** * **** positive ******* ***********.

  • "********** **** ******. *** ***** ****** ** **** ********. * sense ** ********* ** ********* **** ***** *** **** ** get ** ** *** ******* *** ** *** ****."
  • "******* * ******* **** * **** ********** ************."
  • "***** **** ** *** ******** ****** *******. * ******* **** values **** ***** *** ********** **** ************ ** **** ** proving *** *** *** ***** ********* ** ** **********. *** right ******* ** ***** ** *** ********* *** ****** *** treated."
  • "**** **** ***********, ****** ****** ****** ** **** ****, **** shake."
  • "**********/****** *********** *************"

**********-******* ***** **** *** ****** **** ****** ********:

  • "****** / **** / ********* ******** / **** / *********** / **** **** ****."
  • "******* - ***** ********* - *** ****** * **** ******. Last **** ******* ** * ***** ** ******* **** *** premium ******** ******* ** * **** ** ****** **********. * made *** **** ******. *** ****, *** ****** ****** ********."
  • "********, ********* *****."
  • "* **** ********** **** ** *********."

** **** *****-****** *******, *** ******** *****: "** ***** ******** ******* ****?"

Cash ** ****, **** **** *****

***** ****** ****** ** ****** **** **** *****. ** *** ****** we ***** "*** ********** ** * ******* ***** **** (****** Stock ******** ****, ** ***** *******)? ***** *** ****** **** stock ** **** ************? ***?"  ********* ****** **** **** ** king:

  • "* ***** ****** **** ****."
  • "*'* ****** ************. ******** *****?"
  • "**** ************, * *** ****** ** ** ***"
  • "******* ** *** ******* *** ****** ** ******* *** **** in * ******* - ***** ***** **** ********, *** ** I ****** ***..."* **** ** *** **** ** ***** *** in *** ****!" ** ***** *****...**** *** ****!"
  • "**** ************, ***** ** *** *** ** ******* ***** **** investor ***** ****** ** ***. ******** *******'* ***** ******* ** too ***** ** **** * ***** ******** ** ***** *****"
  • "***** ****** ** *** *****. ***** **** ** **** ******* more ************."
  • "*** **** *** ****. *'* ****** **** ************. **** ** the ************* ******** ******** *** **** *** ** ***** *********, so *** ***** ** **** ** *** ******* ** * whole. ******* *********, ******* ** **** ***** ******** **** **** a **** **** *** *** ****** ***** ********* ****'* ******* snatched ** **** **** **** ****** *** *********."
  • "**** ** ****. ***** ** **********. ***** ** * *****-** or "*****-*****" ********* ** ***** ** **********."
  • "***** ** ****. * ***** ****** **** ** *** ****** based ** ******* ************."

***** **** *** ****** ***** ****** ****** *** ** **** particular **********:

  • "* ***** **** **** ***** ** * *** *** *** books ** *** ******* *** **** ****** ********* ** *** fiscal ******."
  • "**** **********. **'* * **** ************ **** ** ** * part ***** ** *** ******** ***'** ******* *** ********. *'* personally ****** **** ***** ** *'* ** * ****** ****** point ** **** *** **** * ****** **** **** ***********."
  • "** * ******* ** *** *******, **** *****. ** *'* there **** ** **** ****, **** ************."
  • "* ***** ****** ***** **** **** ****, *** ** ********** account *** ***** *** **** ** *** *** ** ***** stock *******."

Industry ******* - ***** *******

***** ****** ******** *** ******** "**** ** *** ****** ******* for ***** **** ** *** ******** ********?  ** *** ***** it ** ******** **, ** ****?" **** ****** ******* **/** results.  **** **** *** ****** *** **, ***** ****** *** downward ****** ** *** ******.
 
******** ******* *** ******** ******** **** * ******, ***** **** to ***-**** ******** *** ***** ***********:
  • "**** *** ******* ******** *** ******** ****. ** ****** **** its ******** ************ ********* ** ******** *** **** ***** ***** value."
  • "******** ****. ** **** ***** ***** ********* **** **, *** sales **** *** ***** ** ** *** ***** ** **."
  • "******** **** *** ** ***********"
  • "********** ******** ****. ********* *** *********** *******, ***** ******** ** just ******* *** ** *** ********. ***'* *** ***** ******** by ****** ************* *** *** ****. *** ********* **** ***** and ****** *** ****** * *** ****** *** ******* ** to *** ********. *****, ***** *** ******** **** *** **** companies ** **** *** *** *** ******** *** ******** **** commoditized."
  • "******** **** *** ** *** ********* *** **** ***** ******."

*** ******** ***** ****** ** ** *******, *** **** ******** reasons:

  • "* ***** ** ** ******** **. ***** ** ** ********** for *** ****-**-**** ***** ******* ** **** ********.
  • *** ******* ** ****** *** ******** **."
  • "******** ** *** ** * ********* ***** ********** ***** ***** will ****** ** * **** *** *** ***** *** ******** it ******** (*** ****** *** **** / ****** / ****** / **************). * **** **** *** * ****** **** **** my ******* ** **** ***** *** ********. * *** *** needle ******** ** *** *** *********** ******."
  • "******** ** ****** ******** **. * **** ****** ***** *********** in **** ******** ** ** *** ***** **. ** *** healthy."

 Advice ** *******: **** ** **** ******

** **** ***** "** * **** ****** ***** **** ****** for * ***** ****** *****, **** ***** *** ********* **** pursue? * *** ****** *** ******** ********, ** *******? **** a ************, **********, ** ********* ****?".


*******, **** ********* ********* **** ****** ***** ********* **** * friend **** * *** ** *** ******** ********, **** ************ jobs **** ******* **** ********** ****.

 

Startups *** ********** *** **** ******

*** ****** **** ***** "***** **** ** ******* ***** *** most **** ** **** ** ***** ***, ** *********** ***** like **** ** *******, * ******** ***** **** **** ** Nest, ** * ******* ********** *******?".

********, **** ****** **** *******, **** ****** ** ******* ** the *********** ******.

******** **** ********* ********** **** ****** *********:

  • "***** **. *********** ****** ******** ** ***** ******** ** *****. Start *** *** ***** ** ** **** ******."
  • "* ***** ****** ** **** ** * *******. ****** ** bigger."
  • "* ***** **** ** ** *** **** ** ***** *** a ***** ***** *******. ***** ********** ** ****** ***** * see **** ****** ***** *******."

*********** ****** **** **** ******* *** ****** ******* ** ***** risk:

  • "*** **** ** ***** ** ********* ** ** *********** *****. At **** ***** ** ** **** *'* **** **** ******* the *********** *****"
  • "****** ** ******* *** ********* ***? ********** * *******. ******** earning ***** ** * **** *****, *** *** **** ***** a ***. *** ** ***********? *********** *****."
  • "* ***** ****** ** ** **** ** ***** *** * established *****, ** **** ****** ************ **** ********* **** ******* competition."
  • "*** ******* ** ****** ***, ********* *********** ** * **** bet."

Sales ****** *** ****** ** **** ** *** ***, *** ***** **

***** ****** ***** ***** * *** ** **** ** *** road, ** ***** "** *** **** ***** ****** ***** *** much **** ** *** ****? ** *** ***** *** ****** is ***** *** ************? *** ** *** ***?" ** *** how ****** ** *********.

*** ******* **** ~*:* ******* **** **** ** *** **** was *********** *** *** ***.

  • "***** ****** **** ** ** ** *** ****. **'* **** of *** ***. **** "********" *** ******** *** **** ** the ***** ** ***** *****."
  • "***** ** ***** *************, *** ************* ******* **** **** *********. I *** **** ** ******, ** * ******* **'* ***** it. *'* ****** **** ** **** * ****** ****."
  • "****** ** ***** *** ************, * **** ********** ** ** what * ** *** *** ****** * ** ****."
  • "**, ****** ** ***** ************. ***** ** ***** ** ********* is *** **** **** ** *** ***."
  • "**** ******** ** ***** **** **** * ************ ******** *** you **** ** ** ** *** **** ** ******** ***** relationships. *******, **** ******** *** **** ******** ***********, *** ****** has ******* ** ***** ***. ************* **** ******** ******* (**** a ******) ***** **** ** **** **** ** ******. *** capabilities ** ******* ** ** ***'* ** ********** *** * webinar. *******, ******** ********* (***) *** ****** *** ***** ******* in ***** ** **** ********* *** ******* **** *** ******* of ***** ****."
  • "** *** *** ** ******* ***** *** **** ** ***** time ** *** **** ** ******* **** *** ********. ** is *** ****** ***** *** ************ - ** * **** yes. ****** *** ******* ***** **** ***** *** **** ** while ** *** **** ** *** ***** ** ********** *** - *** ******** ** **** ** *** ** ******."
  • "**** ** *** **** ***'* * ***** ***** *** **; compensation *** "****** *******" **** ** *** **."

Comments (16)

Those of you getting stocks, don't complain its a heck of a lot better than getting a stupid cruise for your efforts!

Nice job Pretty much right on target

May be a dumb question, but when you are referring to quota, and lets say the quota is $2 million, does that mean a new guy that starts out has to meet $2 million his first year or does that mean he just needs to get $2 million worth of business eventually or in a pre-prescribed amount of time and simply manage those account from that point forward?

And lets say he does meet that, and the quota next year is $2.5 million, does that mean he has to just gain another 500k or does he actually have to gain an additional 2.5 mil?

First as a new person starting on day 1 of the new year and your quota is $2MM you have 1 year to sell that number. Then on day 1 of the next year you start at ZERO and not only have to do the same but whatever increase you are given...so if its an easy one like $500k then you have to sell $2.5MM that year...and so on...

Not a dumb question at all.

Quotas are annual per-person, though would be pro-rated for a later start date if it's a new person starting in June for example.

In most cases your quota is an overall number you need to meet by the end of the year, but it is also broken into quarterly quotas where it "grows" quarter over quarter to reach the final number (eg: Q1 is 200K quota, Q2 is 450K, Q3 is 600K Q4 is 750K). Some comp plans will have penalties or bonuses for quarterly goals as well as the annual goal.

And if your quota grows from $2M this year to $2.5M next year, that means you need to do $2.5M worth of business next calendar year.

Make sense?

And, if you don't make your quota, you are "in trouble", and your quota gets increased anyway.... good luck attaining that...

Cool, Thanks! I assume most companies will adjust quotas based on newbies? Like would they expect less out of a newbie then they would a seasoned salesperson? Or is it hard core quota for everyone no matter who you are?

Sometimes, yes, but not as often as you would think.

Overall, the company itself has a revenue number they want to hit, and "X" number of sales people. Someone has to bring that money in, so you can't give a newbie too much of a break because it costs the overall company.

If someone is new to the company, but "seasoned" in general, then there will tend to be an assumption that person comes in with a list of contacts (previous customers), and can potentially get into opportunities that the company wouldn't have known about otherwise. In that case, it balances out, the person is new to the company, but has a few good contacts so they are able to close a few simple deals by essentially calling in favors from friends at end-user sites.

I've seen this done many times, where a big customer buys $20,000 worth of cameras they have little need for just to do a favor to their sales friend (usually this happens when the customer already intends to do a lot of business with the sales persons new company). The company only got that sale because they hired this specific sales person, who had the contact (and relationship).

If someone is new to the job and the industry overall, then yes, they will usually have a reduced quota. Or, that person may be paired up with a salesperson in a very active region, so they can learn the ropes and close some of the smaller/easier deals for the regional person. Then at some point they would be given their own region, which could be the region they were helping in gets carved up, or they get a different region.

Semi-related, new sales people (new to the company) are sometimes given a draw, which can be a recoverable draw or a non-recoverable draw.

A draw is like an interest-free loan the company gives you against your commission at your target. If I want to attract a sales person to my startup who is doing a lot of business for their current company, they are not going to want to come over and build something up for several months and get zero commission. I can offer them a monthly "draw", which is saying "I trust you're going to get business in the near future, so here is a commission loan against that future business".

If the draw is recoverable it means that the sales person has to repay that loan, which is typically done by earning future commissions where some part of the monthly or quarterly commissions are used to pay back the draw, which was the paid-in-advance commissions. If the person leaves the company (or is fired) before commission draws are repaid they are technically required to pay the debt off, though this is rarely enforced (sometimes accumulated vacation or last paycheck may be put towards the draw amount, but the person still ends up leaving with a debt balance).

If the draw is non-recoverable, then it basically means the sales person doesn't have to repay the loan, which becomes more like a "bonus". These are less common. In this case the sales person may be given an MBO (Management By Objective) criteria for the first few months instead of a commission, because the company knows sales will be unlikely at first. In this case instead of having a quota of sales dollars, you have a "quota" of objectives like "Get on-site product demos deployed at 5 or more utility companies". This shows that the sales person has the ability to make progress, get into accounts, etc., but just in case they turn out to be a total dud the company hasn't paid them anything beyond base pay.

Are you saying that "draw against commission" plans are more common that "draw plus commission"?

Most of what I've seen in straight software sales was "draw plus" and "draw against" was viewed as somewhat barbaric. Though compared to security sales, we were spoiled, no doubt. :)

Interesting. Where do companies normally look to hire sales beasts that can meet their quotas?

Usually from other companies in the industry.

I have seen some companies try to hire from the IT industry, but results were very mixed. Seems to have higher churn, based on those people having a different set of contacts and expecting a different kind of sales cycle/sales process.

Very nice and thorough article, thanks!

Is it possible to know from which countries/regions the answers came from (or at least some statistics)? I guess compensations will differ a lot based on that...

The survey responses for this one were primarily from the US, so this is weighted to the job market in the US.

Next step is looking at what manufacturers actually pay their sales people and rating them vs what you have compiled in this report

I found this to be very interesting. Id like to see a distributor pay report as well as an integrator pay report as well someday.

I don't think we've done the distributor one, but that could be interesting. I think contrasting distributor to manufacturer inside sales could be revealing, they're kind of the same position (at a high level), solution selling over the phone.

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150+ integrators answered: Which manufacturer, when offered by rival integrators, is toughest to compete against? Why? The...
Integrators Divided On Website Importance to Business (Statistics) on May 04, 2018
Are websites important? Still quite a number of integrators have no websites.  New IPVM statistics show that nearly half of all integrators find a...

Most Recent Industry Reports

Dahua Intrusion Analytics And VMD Tested on May 21, 2018
Dahua ships basic analytics on practically all their cameras, ranging from low cost to high end. To see how these analytics work in real world...
Exacq Improving Technical Support, Responding To Integrator Complaints on May 21, 2018
Exacq had been a long-term favorite of integrators, but since their 2014 Tyco acquisition, Exacq has fallen in IPVM integrator studies (though...
Best Manufacturer Technical Support 2018 on May 21, 2018
While 5 manufacturers made the worst technical support 2018 list, only 3 stood out as providing the best technical support to 190+ integrators in...
Stealth / UCIT - Remote Video Monitoring Provider Profile on May 18, 2018
Can 2 remote video monitoring companies, Stealth Monitoring from the US and UCIT from Canada combine to impact the market and compete in a changing...
Cybersecurity for IP Video Surveillance Guide on May 18, 2018
Keeping surveillance networks secure can be a daunting task, but there are several methods that can greatly reduce risk, especially when used in...
Forced Entry / Duress Access Tutorial on May 17, 2018
Even though access control normally keeps people safe, tragedies have revealed a significant issue. If users are forced to unlock doors for...
ADT Stock Drops 50% Since IPO on May 17, 2018
It has been a brutal 4 months for ADT. They first expected to IPO at ~$18. They IPOed at $14, dropping immediately to $12.39 And now, not even...
Dahua 12MP Fisheye Camera Tested (NK8BR4) on May 16, 2018
Continuing our coverage of 12MP sensor fisheye cameras, we bought and tested the Dahua NK8BR4, examining: Default vs. Optimized...
Worst Manufacturer Technical Support 2018 on May 16, 2018
5 manufacturers stood out as providing the worst technical support to 190+ integrators in new IPVM results. These integrators answered: In the...
Installing Cameras in Plenums Tutorial on May 15, 2018
There is often confusion about plenum ceilings, with misinformation about what is required when running cables through them and mounting cameras...

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