Newsletter October 2018
Recruiters for the Copier Channel® for more than 30 years, Copier Careers® has been the only recruiting firm exclusively dedicated to connecting Copier Channel employers with experienced service technicians, copier sales representatives, sales managers, service & operations managers, controllers, support staff, and MPS/MNS experts. Start your month off right with Copier Channel news and career advice. Search copier jobs now.
As we enter the last quarter of 2018, it’s a good time to assess your performance and progress towards completing this year’s goals. This not only helps keep you on track to finish strong, it also prepares you for interviewing for your next big opportunity.
Every candidate needs to show their potential value during the interview process. This month, we’ll be focusing on how to demonstrate your sales rep cred:
1. Know Your Compensation:
- What was your yearly base salary when you first started your position, what is it now? Show how you’ve grown in your roll.
- What was your overall compensation (base salary plus commission) for the past few years? Demonstrate a pattern of success.
2. Understand Your Commission Breakdown
Every company handles commission differently so in order to correctly assess your performance, the interviewer needs to understand your numbers:
- Is your commission paid on Total Revenue, Gross Profit, or a combination? What percentage range(s) for each?
- Do you receive any annuity commissions for MPS/MNS? If so, how much within the last full year?
3. Know Your Quota History
- What was your quota when you started your position (after the ramp-up period), what is it now? Show how your responsibility has increased.
- Do you have separate quota goals for different product types (i.e. hardware vs. solutions)? Demonstrate that your sales strengths align with the interviewer’s product line.
- What was your highest monthly quota achievement percentage? What was your highest yearly percentage? Talk about your hottest hot-streaks!
- What was your quota achievement for the last full year? Show that your best successes are not in your distant past, that you are still currently achieving or exceeding your goals.
4. Know Your Key Performance Indicators (KPIs)
- What is the average number of cold calls you make per week, average appointments completed per week? Show that you keep your nose to the grindstone and can do the work.
- What is your current closing ratio? Demonstrate that your work breeds results, that you can work hard and work smart.
- Have your received any quota bonuses in the last year? Show how you meet your goals and respond to motivation.
- How many net new vs house/warm accounts are in your book of business? Employers are looking for hunters, show them that you can do more than farm existing accounts.
5. Compile Your Records
Sales reps are known for talking a good talk but you need to back up your claims to a potential employer. Gather plenty of proof:
- Quota records
- Stack rankings
- KPI reports
- Achievement awards
- Other forms of special recognition
In the market for a new job? Our job board features hundreds of copier jobs with top employers, updated daily. Search jobs now.
The 2018 Sales Representative Salary Survey will be released in December. In the meantime, be sure to catch up on our previously published 2018 Salary Surveys!
- 2018 Copier Tech Salary Survey
- 2018 Sales Manager Salary Survey
- 2018 Service & Operations Manager Salary Survey
Read more news from around the industry on our News & Resources page.
Our readers respond to last month’s poll question
Last month we discussed the falling national relocation rate so we were curious to hear what, if anything, would motivate you to relocate. We had a solid turnout this month with 9,005 votes!
We had a tie between “better compensation” and “promotion” for first/second place, each taking 31% of the votes. With the difficulty and expense inherent in a move, those two factors are the ones most likely to offset such risks. “Family” came in close third with 27% of the vote. Many commenters mentioned relocating to be closer to family or relocating for a spouse.
Very few respondents would be willing to move so casually for a “change of scenery,” taking only 6% of the vote. Anecdotally, however, we get quite a few applications from Northerners looking to move South during the winter, especially after a storm or cold-snap.
Lastly, only 4% of voters said they would be entirely unwilling to relocate. Commenters cite a love for their current location, the timing in their career, the difficulty in selling their house, etc.
This shows that the historic lows we’re seeing in relocation rates are not coming entirely from the candidate’s side. They are willing to move, if the employer can provide sufficient relocation motivation. As we’ve seen many times in our polls and salary surveys, compensation, promotion and further room for advancement are key factors for employee satisfaction and retention.
- Better compensation (31%, 2,826 Votes)
- Promotion (31%, 2,819 Votes)
- Family (27%, 2,466 Votes)
- Change of scenery (6%, 502 Votes)
- I will never relocate (4%, 392 Votes)
Total Voters: 9,005 (August 31, 2018 @ 2:42 pm - October 1, 2018 @ 2:55 pm)
Some comments from y’all:
- “I recently changed jobs and area due to family needs. It was a step back in pay but I see the potential to advance to management.”
- “I love my job and location!”
- “One of my previous employers paid to relocate us to Wine Country. My wife and I explored and found the town we wanted to settle in. We drove the stake into the sand and said, ‘This far and no further.’ No, I will never relocate since our community is friendly and supportive. Add to that, being surrounded by awesome wineries and fine wines, why the heck would I want to move from here. Cheers🍷*tink*🍷”
- “I have some great benefits where I am. But if I had the chance for a promotion, I would consider a change. Where I am currently, there is no opportunity to move up. We have had the same techs and same managers for quite a few years. We are in a good place but not growing the way I feel we should. And I know I bring a lot to the table and am relied upon to do more than our average technician.”
Looking for top Copier Channel professionals? Copier Careers helps industry employers find the qualified staff they need to grow their businesses. Learn more.
- Fairly prepared… but I had to do some fast thinking (25%, 2,298 Votes)
- Not very prepared – I couldn’t answer some important questions (25%, 2,289 Votes)
- Very prepared – no surprises there (25%, 2,276 Votes)
- Totally unprepared – it was obvious I wasn’t ready *cringe* (25%, 2,268 Votes)
Total Voters: 9,131 (October 2, 2018 @ 5:06 pm - October 30, 2018 @ 3:06 pm)