Newsletter
January 2026
Copier Careers® is the only recruiting firm exclusively dedicated to the Copier and Office Solutions Channel℠. With over 30 years of experience, Copier Careers connects employers and job seekers, providing valuable insights, career opportunities, and unmatched support in the industry. Whether you’re an employer, employee or job seeker, Copier Careers is here for you!
The 2026 Sales Rep Market: Candidate’s Game, Dealer’s Opportunity
Scott Cullen and Copier Careers discuss the state of the industry for Sales Representatives in 2026.
For reps, 2026 is likely to bring more of the same: strong demand, cautious employers, and increasing complexity in what they’re asked to sell. Those who stay flexible, understand how their pay relates to quotas, and evaluate employers’ ability to deliver on promises will be best positioned to succeed. Read our advice for candidates, below.
For dealers, the stakes are just as high. In an industry where growth often acts as a defense mechanism for an unstable market, the choice is clear: treat hiring as an extension of sales, or risk losing your accounts to competitors who hire the reps willing to take them. Read our advice for employers below.
Read Our Full 2026 Sales Rep Market Analysis
Advice for Candidates
Answer the Phone and Keep Your Bridges Intact
Paul Schwartz, president of Copier Careers, doesn’t understand reps who won’t even listen. “Sales reps are supposed to be the freewheeling personalities, be open to a deal, looking for every advantage to improve themselves. When we call, it’s because there’s an opportunity you should consider. That doesn’t mean you have to do anything, but you should have situational awareness of what’s happening in your marketplace. There’s leverage in knowing your market value. What rep doesn’t want that?”
He reminds candidates that Copier Careers sends them directly to decision-makers. “Nine times out of 10, we’re sending them directly to the hiring manager or even sometimes the owner of the company. So why wouldn’t you be open to a conversation?”
- Answer the phone.
- Don’t burn bridges.
- Be open to a conversation and follow through
Advice for Employers
Treat Hiring Like Sales
For employers, Copier Careers recruiters’ core message is simple: be decisive and intentional.
- Know what you want. Be realistic about experience, comp, and non-compete limitations. Don’t chase purple squirrels.
- Move quickly when you find the right person. Don’t let interviews drag on; don’t “slow walk” an offer. Top reps won’t wait.
- Sell the candidate on your company. An employer’s first job is to sell the company to the sales rep they want to hire. If you’re not actively selling the opportunity, you’re losing ground.
- See hiring as a value-add, not a hassle. A rep with a $45,000 monthly quota—half a million a year—is a pure revenue engine. If that’s the case, aggressively work with that individual to bring them on board.
In a market where “there’s always room for another sales rep,” dealers who lean into growth while others hesitate are positioning themselves to dominate their territories.
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Our Monthly Poll
Monthly Poll
Take the January 2026 Poll
Is your company currently cautious about hiring?
- We're careful but are still hiring (36%, 4 Votes)
- Yes, we're unlikely to hire anytime soon (18%, 2 Votes)
- No, we're actively hiring in sales (18%, 2 Votes)
- No, we're actively hiring in service (9%, 1 Votes)
- No, we're hiring across several departments (9%, 1 Votes)
- I was just hired! (9%, 1 Votes)
- Yes, we're in a hiring freeze (0%, 0 Votes)
- I'm job hunting (0%, 0 Votes)
Loading ...Poll Results
October 2025
Are you ready for a career change?
- Yes, I'm open to a conversation (26%, 7 Votes)
- No, I'm at my dream job! (26%, 7 Votes)
- Maybe, it'd have to be the right offer (19%, 5 Votes)
- Yes, I'm actively looking! (11%, 3 Votes)
- Probably not, timing isn't great right now (11%, 3 Votes)
- No, you'd have to offer me my dream job (7%, 2 Votes)
Loading ...Featured Comments:
- “I’ve been with this employer since 1993 and life couldn’t be more enjoyable.”
- “Sometimes I think yes, sometimes no. Job hunting is a lot of work and a new job might not be better. At least I know what I’m dealing with here.”
- “The timing isn’t perfect but I gotta leave soon!”
- “Planning to move states in a few years so will be hanging on until then.”
JANUARY 2026
Most Recent Job Placements
Sales Representative
Experienced Major Account Executive placed with a regional independent dealer
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Technician
Senior Service Technician placed at a market-level Workplace Technology ProviderSM