|
|
|
 |
 |
 |
 |
   |
How Much Is the Other Guy Making?
It's an age old question. Chris Heide, in his Dartnell Corp. report "What America's Small Companies Pay Their Sales Forces" surveyed hundreds of salespeople to find the answer. Below are a selected set of tables detailing average salary, benefits, and other expenses for small-company sales reps. OVERALL PROFILE: SALES PROFESSIONALS IN COMPANIES WITH UNDER $5 MILLION IN REVENUES 76.3% Percentage who are male 23.7% Percentage who are female 53.5% Percentage who have a college degree 3.1 Sales calls per day 3.8 Number of calls to close the sale $12,016 Field expenses annually $4,023 Value of benefits $461,300 Annual sales volume (senior rep) $5,291 Cost to train (new hire) SPENDS ON AVERAGE 46.9 HOURS PER WEEK AS FOLLOWS: TASK PERCENT OF WEEKLY TIME ------------------------------------------------- Selling over the phone 28.8% (13.1 hours) Selling face-to-face 28.4 (12.9 hours) Waiting/Traveling 16.1 (7.3 hours) Administrative tasks 14.7 (6.7 hours) Service calls 12.0 (5.4 hours) COST PER EXPERIENCED SALESPERSON: FIELD EXPENSES AND BENEFITS (AVERAGE OF MEDIAN RANGE) COMPANY SIZE FIELD EXPENSES BENEFITS Under $5 million $12,016 $4,023 TYPE OF BUYER Consumers 8,524 3,745 Distributors 12,549 4,710 Industry 12,268 4,159 Retailers 9,942 4,374 INDUSTRY Amusement & recereation services 22,333 0 Business services 11,375 3,562 Electronics 16,400 2,220 Health sciences 35,000 2,250 Holding & other investment offices 22,500 3,500 Hotels & other lodging places 11,000 4,000 Instruments 24,000 5,500 Insurance 7,375 3,750 Machinery 7,500 5,200 Manufacturing 9,000 8,333 Office equipment 12,180 2,850 Pharmaceuticals 23,333 10,500 Printing & publishing 5,200 6,250 Retail 4,356 3,250 Wholesale (consumer goods) 12,120 3,288 Wholesale (industrial goods) 20,269 4,770 PERCENTAGE OF COMPANIES WITH UNDER $5 MILLION IN ANNUAL REVENUES PAYING 100% OF THE FOLLOWING EXPENSES CATEGORY 1990 1992 1994 1996 Auto -- company-owned 29% 37% 14% 35% Auto -- company-leased 30 3 12 26 Mileage allowance 52 58 35 58 Other travel reimbursement 84 79 61 72 Lodging 88 88 66 79 Telephone 92 85 71 81 Entertainment 70 71 48 78 Product samples 95 87 52 86 Local promotions 83 82 57 66 Office and/or clerical 85 83 68 78 Home photocopier 19 18 10 30 Home fax machine 22 32 11 39 Car phone 39 44 26 43 Laptop PC 25 23 18 43
|
Updated Nov. 6, 1997 by bwwebmaster
Copyright 1997, by The McGraw-Hill Companies Inc. All rights reserved.
Terms of Use