2017 Sales Salary Survey Guide

Cem Baris 24.02.2017

We expect 2017 to be steady, with continued growth and exciting job opportunities in Business Development, Account Management, IT Sales & Customer Service.

View our most up-to-date Sales Salary Guide.

Permanent - London

Basic Salary (£ Per Annum)

Role 0-2 Years 3-4 Years 5-6 Years 7+ Years Head of
Sales Management * 40,000-50,000 50,000-70,000 70,000-150,000 80,000-150,000
Business Development Field Sales 25,000-30,000 30,000-45,000 45,000-65,000 50,000-120,000 70,000-130,000
Account Management 25,000-30,000 30,000-45,000 40,000-55,000 55,000-100,000 70,000-130,000
Key Account Management * 35,000-45,000 45,000-70,000 70,000-95,000 *
Channel Management 25,000-30,000 30,000-45,000 45,000-70,000 60,000-80,000 75,000-90,000
Pre-Sales * 30,000-40,000 45,000-60,000 55,000-70,000 75,000-95,000
Business Development Internal 20,000-25,000 25,000-35,000 35,000-45,000 * *

*Typically, these roles do not exist at this level

Commentary on Sales Roles and Remuneration in UK for 2017

Overview

Demand for sales professionals in technology in London and the regions has remained robust with little to no negative impact reported from clients since the referendum result. Salaries remained steady throughout 2016. Overall it was a strong year for growth across technology, fintech, payments, cloud and information providers. Many sales and business leaders will be conscious that 2017 could be a challenging year, therefore ramping teams on both new business and account management for growth and retention of existing revenues streams will be firmly on their agenda. 

The highest activity in terms of active job seekers and open vacancies was in Q2 and Q3, whilst we expect Q1 in 2017 to provide plenty of opportunity for those ready to change roles.

Positive & Negative News

The majority of growth in 2016 was for business development professionals within cloud and SaaS (software as a service) providers within software, fintech and payments. We also registered a need for talent within the data and information space particularly those with subscription based sales experience most in demand. 

Qualities & Skills In Demand

Talented individuals who have a stable work history and can show sales success year on year will of course be in high demand. For those looking to progress into leadership positions, you will have adopted methodologies and sales training from recognised institutions and are able to pass on best practices to your team members through peer to peer coaching and development. It is essential that you train for the role of a leader of people before assuming the position, as often many don’t and find themselves in a precarious position managing strong personalities or friends/colleagues. If your company has a mentoring program, get involved and show senior management that you are able to develop others. We have also seen an increase in roles having both a UK and European sales focus, in particular those who can speak European languages, mainly French, Spanish and German.

Outside of Work

In the enterprise applications and solution sales space the classic SPIN, Miller Heiman and Holden training courses and methodologies are still popular. Our recommendation for those seeking to step into sales management is to find a mentor who can develop, coach and challenge your plans and thought processes. Top sales talent who are able to articulate their success, for more junior members of the business to model, should be given the challenge of a more leadership role.

We found that the most common reasons for looking to find new roles were due to progression potential, new sales challenges, salary and OTE increases. If your senior sales professionals have put certain sales methodologies into practice with success, they should be given the chance to pass on that knowledge on and take a step up if desired. Another core driver is the need to sell new, innovative technology that captures the target audience attention. In the startup world most sales directors are looking for flexible sales all-rounders with excellent knowledge of the market.

Notable Trends

Whilst demand in 2016 was not necessarily down following the EU referendum, employers were still acting with caution and spending more time identifying the perfect candidate. We have seen an increasing demand for flexible working, particularly for field-based sales roles and employers have shown more flexibility on employees locations for certain sales territories. Business leaders and sales directors are increasingly  prepared to offer such flexibility from the outset as this has been seen as positive to prospective employees. With the current cost of living/housing in the south presenting a challenge for individuals, we have found more candidates looking to move out of London and target companies that offer home working or field opportunities. Also we have seen more startup businesses using hot-desking space rather than a traditional office and allowing their sales teams to spend more time in the field.

Cem Baris's picture
Director
cbaris@morganmckinley.co.uk

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