# Compensation Review

Market Comparison — CT/MA/RI Region | Prepared by Mark Mazza | February 27, 2026
Meir,
I put together some research on where my current compensation sits relative to the market for comparable roles in our region. I think the numbers are worth a conversation, and I'd rather present this clearly on paper than try to cover it all in person. No rush — take a look when you have time and we can talk whenever you're ready.

## My Current Compensation

Component | Current
--- | ---
Base pay | $20.00/hr ($41,600/yr at 40 hrs/wk)
Commission model | Flat per-machine placement fee (see below)
Estimated total annual comp | ~$55,000–$58,000

### Commission Schedule

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

## Scope of Role

For context on what this compensation covers — my responsibilities extend well beyond closing deals:

- Sole inside sales representative — every deal that comes through the door is processed, coordinated, and closed through me
- CRM management & deal processing — entering deals, preparing contracts, coordinating with finance for lease paperwork and credit approvals
- Customer technical support — troubleshooting machine issues directly with end customers (settings, configuration, operational questions)
- Multi-party deal coordination — managing complex deals involving cross-border Canadian partners, Xerox corporate introductions, leasing companies, and internal finance — often across multiple email threads and stakeholders simultaneously
- Internal IT/tech support — serving as the go-to resource for staff needing help with office technology, software, and equipment — on top of sales responsibilities
- Personal investment in company growth — spent my own time and money developing prospecting tools and data analysis to work the EDA database and generate future pipeline for the company

## What the Market Pays for This Role

Public salary data from Indeed, Glassdoor, and ZipRecruiter for sales representatives in B2B equipment and Xerox channel sales:

### Regional Sales Rep Pay — CT/MA

Source | Role / Location | Total Comp
--- | --- | ---
Indeed (Feb 2026) | Sales Rep, CT | $99,840/yr
Indeed (Feb 2026) | Sales Rep, MA | $91,701/yr
Glassdoor | Sales Rep, MA | $101,980/yr

Sources: indeed.com/career/sales-representative/salaries/CT • indeed.com/career/sales-representative/salaries/MA • glassdoor.com

### Xerox Sales Rep Pay — National

Source | Percentile | Total Comp
--- | --- | ---
ZipRecruiter | Bottom 25% (below average) | $55,100/yr
ZipRecruiter | Average | $76,681/yr
Glassdoor (159K+ salaries) | Bottom 25% (below average) | $93,571/yr
Glassdoor | Average | $123,626/yr
Glassdoor | Top 25% | $166,809/yr

Sources: ziprecruiter.com/Salaries/Xerox-Sales-Representative-Salary • glassdoor.com/Salary/Xerox-Sales-Representative-Salaries
Key finding: Even the lowest-performing quartile of Xerox sales reps nationally earns $55,000–$93,000/yr in total compensation — and their commission structures give them upside on larger deals.

## Commission Structure Comparison

The flat per-unit model I'm currently on is uncommon in B2B equipment sales. The industry standard is a percentage of gross profit on each deal:

Source (Year) | Industry Standard
--- | ---
Everstage (2026) | 5–20% of sale value
Visdum (2026) | 5–20% of sale value
Mailshake (2025) | 20–30% for sales representatives
r/sales — verified equipment reseller reps | 15% of gross profit at dollar one, scaling to 25%
r/sales — verified B2B VAR reps | 12% GP on renewals / 19% GP on new business

Sources: everstage.com • visdum.com • mailshake.com • reddit.com/r/sales

### Applied to a Real Deal — FirstLight Power Services (3× AltaLink C8235)

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+
As % of deal value | ~1.5% | 5% | 10–15%

On this deal: I coordinated a multi-party, cross-border placement across three locations involving a Canadian partner, Xerox corporate, our finance desk, and the end customer — and my total commission is $450 on an estimated $24,000–$36,000 dealer payout.

## Commission Timing on Lease Deals

On lease deals, 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 dealer receives payment:

Timing Model | Industry Usage | Appropriate For
--- | --- | ---
At booking / lease funding | 35% of companies | Lease-based equipment sales (dealer is paid upfront)
At customer payment | 38% of companies | Direct-bill / month-to-month (dealer collects over time)

## Side-by-Side Summary

| My Current | Market Floor | Market Average
--- | --- | --- | ---
Base salary | $41,600 | $55,000 | $70,000–$88,000
Total comp (est.) | ~$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 at or below the bottom quartile of comparable roles in our region on total compensation. The flat per-unit commission means that closing bigger deals or higher-value configurations doesn't meaningfully change my earnings — there's no upside for performance.
I'm not asking for anything unreasonable. I enjoy the work, I'm invested in growing this business, and I want to keep building here. I'd just like the opportunity to talk through getting closer to where the market is.
Thanks for taking the time to read this.
— Mark