The recently published 2012 EAA National Sales Compensation & Practices Survey, which surveyed nearly 800 organizations throughout the United States, reports national and local total compensation for sales jobs.

In general, the national median total compensation for outside sales representatives in the survey showed significant increases from 2011 - of at least 7% or more. Junior Sales Representatives showed the highest percentage increase from 2011 of all outside sales representatives. The table below shows the national median total compensation reported in 2011 and 2012 as well as the median reported by Northeast Ohio employers in 2012.

Median Total Compensation for Outside Sales Representatives

"It's not surprising that pay for outside sales representatives continues to rise significantly. Employers tell us that sales continues to be an area in which they struggle to attract and retain key talent and our studies show that compensation ranks most important for local top talent in sales roles," says the Director of Research & Membership at ERC.

For more information about the EAA National Sales Compensation & Practices Surveys or to purchase them, please click here.

According to the 2012 EAA National Sales Compensation & Practices Survey, which surveyed nearly 800 organizations throughout the United States, employers in Northeast Ohio pay International Sales Managers more than other regions of the United States. Similarly, employers in the Great Lakes region (which includes Ohio) also report paying higher compensation for International Sales Managers when compared to organizations in other regions of the United States.

Specifically the survey showed that employers in Northeast Ohio reported median total compensation of $165,000 for International Sales Managers. This median total compensation was significantly higher than the national median of $128,323.

Total Compensation for International Sales Manager

Source: 2012 EAA National Sales Compensation & Practices Survey

The data seems to suggest that employers in Northeast Ohio, as well as those in the general Great Lakes Region, pay their International Sales Managers more than employers in other regions of the U.S.

In general, international competencies are highly in-demand, and employers in our region seem to be paying a premium for global skills - at least for international sales management talent.

For more information about ERC's Surveys click here. Also, ERC members can now access international resources and pay data through our HR Help Desk. Email hrhelp@yourerc.com for more information about these new resources!

A 2011 survey shows that U.S. employers increased their use of on-site sales training from the previous year. The percentage of employers using on-site classroom training also slightly increased from 2010.

“Although the survey shows that employers are continuing to teach sales skills and techniques on-the job, we’re also seeing increased usage of outside training for sales professionals, including on-site classroom instruction and seminars,” says an ERC Sales Trainer & Consultant.

The Trainer & Consultant adds, “These methods of training are invaluable in helping sales professionals learn and practice different sales techniques like identifying needs, closing sales, and building relationships, and also support and compliment on-the-job sales training programs. In addition, skills coaching, delivered either one-on-one or in small groups, is another effective avenue for sales professionals to refine their skills and help ensure that on-the-job training translates into results.”

For more information on ERC On-Site Sales Training or Skills Coaching, please contact ckutsko@yourerc.com.