Gartner Research

Marketing Essentials: Benchmarking Selling Expenses

Published: 12 September 2012

ID: G00238328

Analyst(s): David Mitchell


Gartner surveyed nearly 200 small and midsize software providers in Europe and the U.S. to understand sales expense variations between direct and indirect sales teams. The results will help sales and channel management executives in providers of this size make better sales expense decisions.

Table Of Contents


  • Introduction
    • Challenge
    • Implications
  • Background and Context
    • Survey Objectives
    • Survey Demographics
  • Data Insight
    • The Proportion of Revenue Allocated to Selling Expense Will Rise Between 2012 and 2013
    • Basic Salary Levels for Field Salespeople Are Significantly Higher Than Inside Sales and Partner Salespeople
    • European Providers Experience Significantly Higher Recruitment Costs When Hiring New Sales Staff
    • Senior Sales Managers Expect to Award Above-Inflation Salary Raises to Their Salespeople for 2013
    • European Companies Believe More Strongly in Global Consistency of Salaries and Benefits Than Their U.S. Peers

Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.