CE Pro February 2022 - 42

INDUSTRY
Research
How Do You Pay Sales Staff?
11%
Other
salary +
commission
57%
Base
Base salary
only
23%
10%
100%
commission
" Other " consists of sole proprietors who do all their own
sales and do not have sales staff s, a combination of a base
salary with profi t sharing, an incentivized bonus structure,
salary + bonus, and even hourly.
2021 Employee Bonuses Paid
$10,000+
$5,001$10,000
10%
$3,001$5,000
$2,000$3,000
10%
6%
$1,001$2,000
15%
18%
$501$1,000
5%
No
bonus
28%
$0/
4%
6%
$251-$500
$1-$250
es were shut down
for a period of
time during the
initial lockdown
phase in certain
major metros.
In 2021, the
companies that
lowered payroll
were likely those
that had a hard
time fi nding replacement
personnel
to fi ll open positions, or
perhaps they were smaller
integration companies that
had cut back their employee
numbers during the fi rst
stages of the pandemic
and realized they preferred
having a smaller team.
The median bonus paid to employees in 2021 was $847, up
from $650 the previous year.
*PERCENTAGES MAY NOT ADD UP TO 100% DUE TO ROUNDING
Assessing Sales
Compensation,
Bonuses & Benefits
On the sales side, CE pros
report an array of ways they
pay their sales teams. Most
(57%) pay a combination
of salary plus commission.
The average commission
rate is 6.6%. Less than
one-in-four integration
companies (23%) pay base
salary only, while only 10%
pay their sales team solely
via commission. In many
cases the company owners
themselves handle all sales
transactions and therefore
they have zero sales commission
payouts.
Commissions are paid to
sales staff s in various ways
and times. There really is
no dominant methodology
in place in the industry for
when to pay commissions.
Throughout the life cycle
of the project and at the
time of project completion
are the most common
times. Other companies
42 | CE Pro February 2022
pay commissions strictly on
a calendar basis, while still
others pay at the moment
the contract is signed and
the deposit is collected.
When times are good, it's
a great tactic to share the
wealth with your team, and
In all, 72% of
integration
companies
offer bonuses to
employees. The
median bonus
payout in 2021
was $847 per
employee. That is
30% higher than
the median bonus
of $650 in 2020.
that is exactly what 72% of
integrators do by off ering
bonuses. The median bonus
payout in 2021 was $847
per employee, that is 30%
higher than the median
bonus of $650 in 2020.
Lastly, benefi ts have
become an increasingly
important element of
company culture that helps
attract and retain new
employees. According to
cepro.com

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CE Pro February 2022

Table of Contents for the Digital Edition of CE Pro February 2022

CE Pro February 2022 - Presentation Page
CE Pro February 2022 - Cover1
CE Pro February 2022 - Cover2
CE Pro February 2022 - 1
CE Pro February 2022 - 2
CE Pro February 2022 - 3
CE Pro February 2022 - 4
CE Pro February 2022 - 5
CE Pro February 2022 - 6
CE Pro February 2022 - 7
CE Pro February 2022 - 8
CE Pro February 2022 - 9
CE Pro February 2022 - 10
CE Pro February 2022 - 11
CE Pro February 2022 - 12
CE Pro February 2022 - 13
CE Pro February 2022 - 14
CE Pro February 2022 - 15
CE Pro February 2022 - 16
CE Pro February 2022 - 17
CE Pro February 2022 - 18
CE Pro February 2022 - 19
CE Pro February 2022 - 20
CE Pro February 2022 - 21
CE Pro February 2022 - 22
CE Pro February 2022 - 23
CE Pro February 2022 - 24
CE Pro February 2022 - 25
CE Pro February 2022 - 26
CE Pro February 2022 - 27
CE Pro February 2022 - 28
CE Pro February 2022 - 29
CE Pro February 2022 - 30
CE Pro February 2022 - 31
CE Pro February 2022 - 32
CE Pro February 2022 - 33
CE Pro February 2022 - 34
CE Pro February 2022 - 35
CE Pro February 2022 - 36
CE Pro February 2022 - 37
CE Pro February 2022 - 38
CE Pro February 2022 - 39
CE Pro February 2022 - 40
CE Pro February 2022 - 41
CE Pro February 2022 - 42
CE Pro February 2022 - 43
CE Pro February 2022 - 44
CE Pro February 2022 - 45
CE Pro February 2022 - 46
CE Pro February 2022 - 47
CE Pro February 2022 - 48
CE Pro February 2022 - 49
CE Pro February 2022 - 50
CE Pro February 2022 - 51
CE Pro February 2022 - 52
CE Pro February 2022 - 53
CE Pro February 2022 - 54
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CE Pro February 2022 - 56
CE Pro February 2022 - 57
CE Pro February 2022 - 58
CE Pro February 2022 - 59
CE Pro February 2022 - 60
CE Pro February 2022 - 61
CE Pro February 2022 - 62
CE Pro February 2022 - 63
CE Pro February 2022 - 64
CE Pro February 2022 - Cover3
CE Pro February 2022 - Cover4
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https://www.nxtbook.com/emerald/cepro/december_2023
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https://www.nxtbook.com/emerald/cepro/august_2022
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https://www.nxtbook.com/emerald/cepro/may_2022
https://www.nxtbook.com/emerald/cepro/april_2022
https://www.nxtbook.com/emerald/cepro/march_2022
https://www.nxtbook.com/emerald/cepro/february_2022
https://www.nxtbook.com/emerald/cepro/january_2022
https://www.nxtbook.com/emerald/cepro/december_2021
https://www.nxtbook.com/emerald/cepro/november_2021
https://www.nxtbook.com/emerald/cepro/october_2021
https://www.nxtbook.com/emerald/cepro/september_2021
https://www.nxtbook.com/emerald/cepro/august_2021
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https://www.nxtbook.com/emerald/cepro/june_2021
https://www.nxtbook.com/emerald/cepro/may_2021
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