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2015 Outside Sales Compensation and Benefits Report

Salary Per Dealer Type
Of the dealers surveyed, 33% pay outside salespeople between $100,000 and $119,000. The highest number of those dealers—50%—are professional-focused dealers and lumberyards. Not far behind, however, at 48% are dealers and lumberyards serving both professionals and consumers. The remaining 2% are specialty dealers.

Nearly the same number of respondents who pay salespeople between $30,000 and $39,000 and those who pay salespeople $100,000 to $119,000 identified as building material dealers and lumberyards serving both professionals and consumers.

For pro-focused building material dealers and lumberyards, 29% pay outside sales staff between $30,000 and $39,000. Specialty dealers and distributors responding to the survey were more widespread, with a nearly equal number of sales staff in most salary categories.

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Highest Pay By Region
In reporting 2014 sales volume, the central region saw the most dealers landing within the $5 million to $9.9 million range. Slightly fewer indicated that their 2014 sales volume was $30 million or more. In the Northeast, it was more of a three-way split, as similar numbers responded in the $1 million to $4.9 million as did the $5 million to $9.9 million and the $30 million or more ranges.

Central
25% of dealers indicated that their highest paid outside sales reps fell into the two categories of $100,000 to $119,000 and $120,000-plus. Of the remaining half of respondents, only one fell in the $30,000 to $39,000 category.

chart---region-breakdown-central

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Northeast
39% of dealers responded that their highest paid outside sales reps make $120,000 or more. The next highest category was $90,000 to $99,000, of which 17% reported earnings within that category.

chart---region-breakdown-northeast

Southeast
43% of dealers responded that their highest-paid outside sales reps are paid between $100,000 and $119,000 annually.

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chart---region-breakdown-southeast

West
43% of respondents indicated that their highest-paid outside sales reps earn $120,00 or more annually.

chart---region-breakdown-west

Full Report
Readers who completed the survey will receive a complete copy of the results of this study, with analysis from Opinion Dive Market Research, including every question and regional breakouts for many of the questions.

Others can purchase it for $199 at LBMJournal.com/SalesComp. If you’d like to participate in next year’s study, please send a note to James@LBMJournal.com, and we’ll make sure to send you the email invitation.

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