# Compensation Review — Market Comparison
### Prepared by Mark Mazza | February 27, 2026

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Meir,

I wanted to put together some research on where my current compensation sits relative to the market for similar roles. I think this is worth a conversation, and I'd rather present it clearly than try to wing it in person. No rush — take a look when you have time.

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## My Current Compensation

| Component | Current |
|-----------|---------|
| Base pay | $20.00/hr ($41,600/yr) |
| Commission | Flat per-machine placement (see below) |

**Commission Schedule:**

| Machine Class | Existing Customer | New Customer |
|--------------|-------------------|--------------|
| VersaLink    | $50               | $100         |
| AltaLink     | $75               | $150         |
| PrimeLink    | $150              | $300         |

**Estimated total annual comp:** ~$55,000–$58,000 (assuming consistent deal flow)

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## What the Market Pays for This Role

I looked at public salary data from Indeed, Glassdoor, and ZipRecruiter for sales representatives in the CT/MA area, specifically in B2B equipment and Xerox channel sales.

### Regional Sales Rep Pay (CT/MA)

| Source | Role | Total Comp | Link |
|--------|------|-----------|------|
| Indeed (Feb 2026) | Sales Rep, CT | $99,840/yr | indeed.com/career/sales-representative/salaries/CT |
| Indeed (Feb 2026) | Sales Rep, MA | $91,701/yr | indeed.com/career/sales-representative/salaries/MA |
| Glassdoor | Sales Rep, MA | $101,980/yr | glassdoor.com — MA Sales Representative |

### Xerox Sales Rep Pay (National)

| Source | Percentile | Total Comp | Link |
|--------|-----------|-----------|------|
| Glassdoor (159K+ salaries) | Bottom 25% (below average) | $93,571/yr | glassdoor.com — Xerox Sales Representative |
| Glassdoor | Average | $123,626/yr | " |
| Glassdoor | Top 25% | $166,809/yr | " |
| ZipRecruiter | Bottom 25% | $55,100/yr | ziprecruiter.com — Xerox Sales Representative |
| ZipRecruiter | Average | $76,681/yr | " |

**Even the lowest-performing quartile of Xerox sales reps earns $55,000–$93,000/yr** depending on the source.

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## Commission Structure Comparison

The flat per-unit commission I'm on is uncommon in this industry. The standard in B2B equipment sales — and copier sales specifically — is a **percentage of gross profit** on each deal.

| Source | Industry Standard | Link |
|--------|------------------|------|
| Everstage (2026) | 5–20% of sale value | everstage.com — Commission Rates by Industry |
| Visdum (2026) | 5–20% of sale value | visdum.com — Sales Commission Statistics |
| Mailshake (2025) | 20–30% for sales reps | mailshake.com — Commission Rates by Industry |
| r/sales (Reddit, verified reps) | 15–25% of gross profit (equipment resellers) | reddit.com/r/sales |
| r/sales (Reddit, verified reps) | 12% GP renewals / 19% GP new business (B2B VAR) | reddit.com/r/sales |

### What This Looks Like on a Real Deal

Using the FirstLight Power Services deal (3x AltaLink C8235) as an example:

| Metric | My Current Structure | Industry 5% (low end) | Industry 15% of GP |
|--------|---------------------|----------------------|---------------------|
| Dealer lease payout (est.) | $24,000–$36,000 | $24,000–$36,000 | $24,000–$36,000 |
| My commission | $450 (3 × $150) | $1,200–$1,800 | $1,800–$3,600+ |
| % of deal value | ~1.5% | 5% | 10–15% |

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## Commission Timing

In copier sales, when a deal is structured as a lease, the leasing company pays the dealer the full equipment cost upfront at lease funding. The customer's monthly payments go to the leasing company, not the dealer.

The industry standard is to pay the sales rep's commission **at lease funding** — because that's when the money arrives. Deferring commission to customer payment doesn't align with this model on lease deals, since the dealer has already been paid.

| Timing Model | Usage | Notes |
|-------------|-------|-------|
| At booking/lease funding | 35% of companies | Standard for lease-based equipment sales |
| At customer payment | 38% of companies | Common for direct-bill / month-to-month arrangements |

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## Summary

| | My Current | Market Floor | Market Average |
|--|-----------|-------------|----------------|
| **Base salary** | $41,600 | $55,000 | $70,000–$88,000 |
| **Total comp** | ~$56,600 | $55,000–$77,000 | $95,000–$124,000 |
| **Commission model** | Flat per unit | % of revenue | % of gross profit |
| **Commission timing (lease)** | On customer payment | At lease funding | At lease funding |

I'm currently below the bottom quartile of comparable roles in our region on total compensation, and the flat per-unit commission structure means that closing bigger deals or higher-value machines doesn't meaningfully change my earnings.

I'm not asking for anything unreasonable — just a conversation about getting closer to market. I enjoy the work and I want to keep building here. I'd appreciate the chance to talk through this when you're ready.

— Mark
