MRERF Rep Compensation Survey
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1
. Our rep firm uses the following method to compensate outside salespeople:
Our rep firm uses the following method to compensate outside salespeople:
Straight Salary
Salary plus Commission
Salary plus Bonus
Straight Commission
Pool Plan
Other (please explain)
2
. The primary reasons we use this plan. Pick up to three. The “mission” of our compensation plan is to:
The primary reasons we use this plan. Pick up to three. The “mission” of our compensation plan is to:
Motivate outside salespeople to increase sales at existing accounts
Motivate outside salespeople to increase sales by establishing new accounts
Create a strong team selling environment and spread commissions
Compensate for the non-selling tasks that are required
To allow account and territory changes more easily
Because it’s difficult to specifically track which outside salesperson really caused/created the PO
Other (please specify)
3
. On average (ok to estimate), if you use Salary plus Commission, what % of their total earnings (W2) is SALARY? Example: If the outside salesperson earns $100,000 per year (W2), and their salary is $65,000, answer is 65%:
On average (ok to estimate), if you use Salary plus Commission, what % of their total earnings (W2) is SALARY? Example: If the outside salesperson earns $100,000 per year (W2), and their salary is $65,000, answer is 65%:
Salary is < 40% of W2
Salary is 41-50% of W2
Salary is 51-60% of W2
Salary is 61-70% of W2
Salary is 71-80% of W2
Salary is 81-90% of W2
Salary is > 91% of W2
Other (please specify)
4
. On average (ok to estimate), if you use Salary plus Bonus, what % of their total earnings (W2) is SALARY? Example: If the outside salesperson earns $60,000 per year (W2), and their salary is $30,000, answer is 50%:
On average (ok to estimate), if you use Salary plus Bonus, what % of their total earnings (W2) is SALARY? Example: If the outside salesperson earns $60,000 per year (W2), and their salary is $30,000, answer is 50%:
Salary is < 40% of W2
Salary is 41-50% of W2
Salary is 51-60% of W2
Salary is 61-70% of W2
Salary is 71-80% of W2
Salary is 81-90% of W2
Salary is > 91% of W2
Other (please specify)
5
. No matter WHAT PLAN you have, what is the percent (%) of the total commission generated to the company by the outside salesperson is their earnings (W2). This is kind of tricky…. Again, of all the commission they bring into your rep firm, what portion (%) do they get. Example: if the outside salesperson generates a total of $150,000 commission to the company, and they have annual earnings of $75,000, answer is 50% goes to them. If they generate $200,000 to company, and earn $80,000, answer is 40%. This is C2W2 ratio (“Commission To W2 earnings ratio). The math is THEIR EARNINGS/TOTAL COMMISSION GENERATED. $75,000/$150,000=50% and $80,000/$200,000=40% for our examples.
So the AVERAGE for your outside salespeople, C2W2 is
No matter WHAT PLAN you have, what is the percent (%) of the total commission generated to the company by the outside salesperson is their earnings (W2). This is kind of tricky…. Again, of all the commission they bring into your rep firm, what portion (%) do they get. Example: if the outside salesperson generates a total of $150,000 commission to the company, and they have annual earnings of $75,000, answer is 50% goes to them. If they generate $200,000 to company, and earn $80,000, answer is 40%. This is C2W2 ratio (“Commission To W2 earnings ratio). The math is THEIR EARNINGS/TOTAL COMMISSION GENERATED. $75,000/$150,000=50% and $80,000/$200,000=40% for our examples. So the AVERAGE for your outside salespeople, C2W2 is
Less than 25%
26-30%
31-35%
36-40%
41-45%
46-50%
51-55%
56-60%
61-65%
66-70%
70-75%
76-80%
Greater than 80%
Comments:
6
. On average (again, estimates are OK), what are the total expenses of your normal outside salesperson per year (not an entry level person, and not the owner of the rep firm, unless you are a one person rep firm). These are ALL of the expenses paid by the rep company
On average (again, estimates are OK), what are the total expenses of your normal outside salesperson per year (not an entry level person, and not the owner of the rep firm, unless you are a one person rep firm). These are ALL of the expenses paid by the rep company
Less than $12,000
$12,001-18,000
$18,001-24,000
$24,001-30,000
$30,001-36,000
$36,001-42,000
$42,001-48,000
$48,001-54,000
$54,001-60,000
$60,001-66,000
$66,001-72,000
$72,001-78,000
Greater than $78,000
Other (please specify)
7
. OK, now big picture…. Of the total commission generated by your entire rep company (total annual commissions), what percent (%) goes to compensate the outside salespeople. Include owners compensation if s/he actively sells and calls on accounts. Example: total annual commission to company is $1,000,000 and $600,000 goes to compensate all the outside salespeople, answer is 60%. If your total annual commission is $500,000 and $250,000 goes to the earnings of outside salespeople, the answer is 50%.
OK, now big picture…. Of the total commission generated by your entire rep company (total annual commissions), what percent (%) goes to compensate the outside salespeople. Include owners compensation if s/he actively sells and calls on accounts. Example: total annual commission to company is $1,000,000 and $600,000 goes to compensate all the outside salespeople, answer is 60%. If your total annual commission is $500,000 and $250,000 goes to the earnings of outside salespeople, the answer is 50%.
Less than 40%
41-45%
46-50%
51-55%
56-60%
61-65%
66-70%
71-75%
76-80%
Greater than 80% goes to outside sales compensation
Other (please specify)
8
. OK, now some company information (and all data is strictly confidential). The number of total employees you have, inside and outside:
OK, now some company information (and all data is strictly confidential). The number of total employees you have, inside and outside:
1-3 employees
4-6 employees
7-10 employees
11-15 employees
16-20 employees
21-25 employees
26-30 employees
More than 30 employees
9
. Your total annual commission generated by the rep firm. If you do buy/sell of products, include your gross margin in this number.
Your total annual commission generated by the rep firm. If you do buy/sell of products, include your gross margin in this number.
Less than $250,000 annually
$251,000-500,000 annually
$500,001-750,000 annually
$750,001-1,000,000 annually
$1,000,001-1,500,000 annually
$1,500,001-2,000,000 annually
$2,000,001-2,500,000 annually
$2,500,001-3,000,000 annually
$3,000,000 or more per year
10
. How happy are you with your current compensation plan:
How happy are you with your current compensation plan:
Delighted
Works real well
OK
Looking to change it
Need to change it soon
Other (please specify)
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