PARAMUS, Sales representative compensation is a complex issue among printers, and CSR compensation is becoming more complex with the changing nature of the position. The recently completed NAPL Sales Representative and CSR Compensation Study, Second Edition cuts through the complexity by providing clear, concise data on the compensation practices of nearly 250 printing companies with annual sales ranging from under $2 million to nearly $120 million. Among the study’s results:
 
• Gross sales is still the commission base for the majority of the commercial printing industry—and for over 70.0% of companies surveyed—despite long-time interest in moving to commissions based on value-added or the profitability of work sold.
 
• Recruiting seasoned sales personnel from other companies—the preference for nearly 80.0% of our survey group—is still widely preferred to developing sales personnel internally.
 
• Interest in offering CSRs incentive compensation in addition to a base salary is growing: 30.1% of companies surveyed currently do and another 11.0% plan to within two years.
 
Sales Representative and CSR Compensation also profiles the compensation programs of over 900 sales representatives and over 850 CSRs, including both compensation structure and rates, and addresses critical sales representative and CSR compensation issues such as these:
 
- What would companies most like to improve about their compensation programs?
- What’s preventing them from making those improvements?
- What do companies look for when hiring a sales representative or a CSR?
- How are the skills required to be a successful sales representative and to be a successful CSR changing?
- How are the responsibilities given to the CSRs changing?
 
According to Joseph Vincenzino, NAPL Senior Economist, “Companies need to do whatever they can to overcome the roadblocks to effective sales representative and CSR compensation. With this report, we provide the means to effectively review these compensation programs.  We’ve made the information more accessible than ever. As in the past, the Study is offered as a complete report covering sales and CSR compensation across all size and geographic regions. With this Edition, the data are also available through smaller, more customized reports based on company size (also broken out by region), and either sales representative or CSR information.”
 
As the industry continues to be redefined by structural change that necessitates more efficient spending, finding the correct compensation structure for your sales representative and CSR personnel is essential to improving overall profitability. The NAPL Sales Representative and CSR Compensation Study, Second Edition is a good starting point.
 
For more information about the NAPL Sales Representative and CSR Compensation Study, Second Edition, or to order the full or customized reports, please call 800-642-6275, option 4.
 
Pricing Information:
Available as a full study or in size-specific reports – in five size categories from under $2MM to over $20MM – the pricing structure is as follows:
       
Full Report: All Sales Rep and CSR data
Member $150
Non-Member $200
All Sales Rep Data
Member $100               
Non-Member $150
All CSR Data
Member $100               
Non-Member $150
Size Specific Reports
For Sales Reps
Member $25                 
Non-Member $50
For CSRs
Member $25                
Non-Member $50
 
Available in five sizes: Under $2MM; $2+ - $5MM; $5+ - $10MM; $10+ - $20MM; $20+ MM