 |
| Paid Research - Membership Required |
| Wages of Translation |
| |
| Keywords |
| translation, localization, salary, titles, sales, marketing, human resources, sales force management, customer relationship management, business process outsourcing |
Abstract |
| We polled a select but representative group of language service providers (LSPs) to identify the most common sales compensation practices used by the industry in the United States.
The aggregate size of the companies in this report amounts to almost 3,500 employees, of which 150 are in sales related activities.
Used in conjunction with its companion report, “Where the Translation Money Is”, this document will help CEOs and sales managers of LSPs define a comprehensive sales strategy for the United States.
This report highlights:
- Demographic information such as gender and age distribution of the sales teams
- Titles used in sales
- Sales methodologies and training
- Software tools used to manage sales
- Quotas
- Aging of accounts
- Types of incentives used in the industry
- Total compensation figures
- Territory allocation
This report effort was lead by Renato Beninatto, who used his experience as VP of Sales at Belitz GlobalNet and ALPNET to compile information that he lacked to do his job better when he was in sales.
|
Physical Details |
| Authors: Renato Beninatto and Donald A. DePalma |
| Date: 01 May 2003 |
| ISBN: 0-9765169-5-0 |
| Pages: 16 |
Companies |
| Act!, LAMP, Miller Heiman's Conceptual Institute's, Sales Force, SalesLogix, Sandler Sales Institute's Method, Siebel, SolutionSelling, UpShot |
Table of Contents |
- Introduction and Methodology
- Who’s Who in Translation Sales?
- Men Outnumber Women
- Some Experience Required
- What’s in a Title?
- Methodology Makes the Sales Process Repeatable
- Lightweight and Homegrown Sales Management Tools Dominate
- Micromanagers Not Welcome .
- Show Me The Money
- Pay for Performance Is in Vogue
- The Sky’s the Limit for Sales Compensation
- Aging of Accounts Keeps Focus on Client Acquisition
- Total Compensation Includes Fair Share of Incentives
- Quotas: No Standard in Sight
- Who Gets Which Clients Where
- Reliable Information Increases Sales Management Tenure
|
| Paid Research - Membership Required |
| Wages of Translation |
| |
| Keywords |
| translation, localization, salary, titles, sales, marketing, human resources, sales force management, customer relationship management, business process outsourcing |
Abstract |
| We polled a select but representative group of language service providers (LSPs) to identify the most common sales compensation practices used by the industry in the United States.
The aggregate size of the companies in this report amounts to almost 3,500 employees, of which 150 are in sales related activities.
Used in conjunction with its companion report, “Where the Translation Money Is”, this document will help CEOs and sales managers of LSPs define a comprehensive sales strategy for the United States.
This report highlights:
- Demographic information such as gender and age distribution of the sales teams
- Titles used in sales
- Sales methodologies and training
- Software tools used to manage sales
- Quotas
- Aging of accounts
- Types of incentives used in the industry
- Total compensation figures
- Territory allocation
This report effort was lead by Renato Beninatto, who used his experience as VP of Sales at Belitz GlobalNet and ALPNET to compile information that he lacked to do his job better when he was in sales.
|
Physical Details |
| Authors: Renato Beninatto and Donald A. DePalma |
| Date: 01 May 2003 |
| ISBN: 0-9765169-5-0 |
| Pages: 16 |
Companies |
| Act!, LAMP, Miller Heiman's Conceptual Institute's, Sales Force, SalesLogix, Sandler Sales Institute's Method, Siebel, SolutionSelling, UpShot |
Table of Contents |
- Introduction and Methodology
- Who’s Who in Translation Sales?
- Men Outnumber Women
- Some Experience Required
- What’s in a Title?
- Methodology Makes the Sales Process Repeatable
- Lightweight and Homegrown Sales Management Tools Dominate
- Micromanagers Not Welcome .
- Show Me The Money
- Pay for Performance Is in Vogue
- The Sky’s the Limit for Sales Compensation
- Aging of Accounts Keeps Focus on Client Acquisition
- Total Compensation Includes Fair Share of Incentives
- Quotas: No Standard in Sight
- Who Gets Which Clients Where
- Reliable Information Increases Sales Management Tenure
|
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