It’s a good time to be a sales representative in the Copier Channel. Their skills are in demand, and their quotas and commissions have remained steady. Dealership owners seem to have found the right compensation/quota formula to keep sales professionals satisfied and willing to stay in their current situation. It’s a nice place to be, after more than a decade of intense change as the industry morphed into an IT-based business and dealers faced myriad challenges and changes.

Respondents to our 2018 salary survey report their compensation has remained stable in a year when base salaries didn’t increase. That means they are making or exceeding quotas to maintain total compensation that is slightly above what it was last year.

In 2018, there are abundant opportunities for experienced sales reps across the Copier Channel. It’s something Copier Careers President Paul Schwartz calls a good news-bad news situation. “The good news is that they are in demand. The bad news is that demand is outstripping supply right now,” he said. “To hire top talent, dealers are continuing to adjust offers and company culture to attract and keep sales reps in the fold.”

So, even as the pace of technological change has slowed a bit, more change is in the wind for the industry. “They live in this environment that is always going to be changing and evolving,” Schwartz said.