Respondents to Recharger’s annual Wages & Turnover Survey once again rated sales representatives as the most difficult personnel group to staff. Slightly more than one-quarter — 27 percent — of survey respondents said it is “very difficult” to hire and retain sales personnel. On the other side of the rainbow, an exact same percentage of respondents — 27 percent — indicated that hiring and retaining sales staff is “not difficult.” This gap in difficulty, with both sides equally represented, presents the perfect opportunity to compare the hiring processes, compensation and benefit plans, and training practices of companies that are, with companies that are not, struggling with hiring and retaining sales reps.
The Wages & Turnover Survey, taken at World Expo in August 2007 by 204 respondents (despite the survey being conducted in 2007 the results in this article are labeled 2008), attempts to document the hiring and compensation practices of the imaging industry aftermarket. Respondents on average have been in business for 11 years and have 1,875 (median 10) employees. Fifty-seven percent of respondents are from the U.S. and 43 percent are headquartered outside the U.S. in 25 countries. On average, 65 percent of sales for respondents are to end users and 35 to resellers.
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This article will be available online on 10/01/2008
