IT Sales Salaries: Balancing the Compensation Mix (Slides)

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IT Sales Salaries:

Balancing the

Compensation Mix

Courtesy of the

Small Business Computer Consulting Blog

http://blog.sphomerun.com Source: iStockphoto

http://blog.sphomerun.com/

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It is Vital for Your

Business that the

Sales Person’s

Salary/Incentive

Ratio is Right

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IT Sales Salaries

Seriously Affect

the Behaviors of

Your Sales Force



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Base Salary vs.

Commission with

IT Sales Salaries



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If You’re Going to

Provide Consulting

Services



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Where You

Ultimately Become

a Virtual CIO for

Companies



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Balance the

Compensation Mix

for Your New

Salesperson

Carefully



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You Might Think

that You're Better

Off Employing

Someone with a

Low Base Salary,



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But with High

Incentives to

Attain Short-term

Sales Goals



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Finding the

Right Balance for

Long-Term Goals



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You Want a

Salesperson Who

is Experienced

Both in Sales and

Technology,



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Plus has the Skills

to Help You Grow

Your Business

and Develop Your

Customer Base



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Paying a Good Base

Salary for that

Person to Feel that

This is their Role



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You’ll Want

Their Base Salary

to Make Up

Around 60% of the

Total Package



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A Good Incentive

Level with IT Sales

Salaries is Generally

Somewhere

Between 20%-40%



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Set it Right in the

Middle of that

Range,



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So that Enough of

the Money on the

Table Is “At Risk,”



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Dependent on

Targets Being Met



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Do You Find

Balancing the

Compensation

Mix Tricky



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When Trying to

Determine

IT Sales Salaries?



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Share Your

Experiences with Us

in the Comments

Section



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Source: iStockphoto

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