Making AV Sales

As part of its annual survey of AV integrators' compensation and benefits, InfoComm asks a series of questions about sales quotas-who's setting them, who's meeting them, and whether or not quotas are going up.
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Making AV Sales

As part of its annual survey of AV integrators' compensation and benefits, InfoComm asks a series of questions about sales quotas-who's setting them, who's meeting them, and whether or not quotas are going up.

Overall Sales Quota Performance">

Overall Sales Quota Performance

Credit: INFOCOMM 2008 DEALER COMPENSATION AND BENEFITS SURVEY

AS PART OF ITS ANNUAL SURVEY OF AV integrators' compensation and benefits, InfoComm asks a series of questions about sales quotas—who's setting them, who's meeting them, and whether or not quotas are going up. For its 2008 survey, covering 2007 sales, InfoComm found that nearly half of respondents set sales quotas, though the practice is far more prevalent at larger AV firms. This year, an additional 7 percent of companies plan to institute quotas, and of the companies that already use quotas, 56.6 percent plan to increase them—a sign AV pros expect 2008 to be a decent year.

How did InfoComm members do last year in meeting quotas? More than 68 percent said salespeople met or exceeded their benchmarks.

Sales Quota Performance by Number of Employees">

Sales Quota Performance by Number of Employees

Credit: INFOCOMM 2008 DEALER COMPENSATION AND BENEFITS SURVEY

RAW DATA

21%

The rate at which telepresence is expected to grow over the next five years, according to Wainhouse Research.

28%

The unexpected year-over-year surge in Q2 2008 shipments of flat-screen TVs, according to Display-Search—the strongest year-to-year increase the research firm has ever seen.

9

The number of almost 100 digital signage networks analyzed by Futuresource Consulting in 2007 that were deemed failures. 10 were characterized as merely partial success.

Sales Quota Performance by Revenues">

Sales Quota Performance by Revenues

Credit: INFOCOMM 2008 DEALER COMPENSATION AND BENEFITS SURVEY

Sales Quota Performance by Company Focus">

Sales Quota Performance by Company Focus

Credit: INFOCOMM 2008 DEALER COMPENSATION AND BENEFITS SURVEY

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