Salesforce Consultant salaries are a hot topic. The increasing demand for Salesforce Consultants and the growing Salesforce economy means that these professionals find themselves in a good position.
How much do Salesforce Consultants earn? Read on to find out entry level Salesforce Consultant salaries and senior Salesforce Consultant salaries, how to improve your salary, and which factors influence your earning potential.
Read more about roles and responsibilities: What does a Salesforce Consultant do?
Salesforce Consultant Salary Averages
|Entry level||Senior level||Contract|
|US ($)||$127,375||$151,250||$118 p/h|
|Canada (C$)||C$100,750||C$119,625||C$114.5 p/h|
|Entry level||Senior level||Contract|
|UK (£)||£55,625||£72,375||£652 p/d|
|Ireland (€)||€55,500||€69,125||€520 p/d|
|Spain (€)||€30,000||€38,125||€628.5 p/d|
|Italy (€)||€26,650||€37,700||€380 p/d|
|Netherlands (€ - monthly)||€3,580||€4,610+||-|
|Belgium (€ - monthly)||€2,750||€3750||-|
|Entry level||Senior level||Contract|
|Australia (AU$)||AU$121,375||AU$142,000||AU$1,166 p/d|
Data source: the data is from the Mason Frank Careers & Hiring Guide, based on self-reported information from 2,500+ Salesforce professionals, spanning a range of job titles, industries, and geographic locations.
Note these figures are the salaries of ‘Functional Consultants’. You may also hear consultants referred to as Technical Consultants, Business Analysts (usually at end-user organizations), Technical Leads, Pre-sales Consultants. You will find these roles at larger consultancies, as part of large project teams. While their role accountabilities differ, there is a great amount of overlap. For the purposes of this guide, we will focus on the most widespread type: “Functional Consultants”.
Factors that Influence Salesforce Consultant Salary
One single salary figure can be misleading, without context. Certain factors at play can result in differences between one professional’s salary, to the next. We will dive into the following factors in this guide:
- Generalists vs. Specialists
Note: there can be minor factors at play, eg. if the role requires you to travel to onsite projects. These have been left out, applying to a small minority of consultants, with negligible impact on salary.
As with any profession, the more experience and responsibility you take on, the higher your salary expectations should be.
Experience on projects will trump any other factors, especially if your experience is ‘multi-cloud’ (across more than one Salesforce product).
We defined a junior/mid-level/senior Consultant based on years of experience and the types of activities they are carrying out in our guide: “What Does a Salesforce Consultant Do?”
You will be asked questions about your project experience in any interview for a Salesforce Consultant role, which will demonstrate your tenacity and expertise more than your resume.
Salesforce professionals love getting certifications – they are a milestone in your career that prove that you know what you are talking about. When it comes to Salesforce consulting partners, however, not all certifications are created equal.
A Salesforce consulting partner will gain points for each certification their consultants hold. In terms of points, ‘Consultant’ certifications are x3 more valuable than ‘Expanded Knowledge’ certifications, whereas ‘Architect certifications’ are x25 more valuable!
An anecdote that shows how much consultancies prize certifications came from a consultant who told me that when starting out, her salary increased by $1k for every certification she earned during her probation period.
Certifications are designed to test your knowledge of Salesforce best practice – not just knowing the features, but how to apply them.
Certifications can potentially be used as leverage if you are looking for a more senior position internally, or looking for a job in another company.
In the annual Salary Survey, respondents were asked which certifications are likely to increase your worth as a Salesforce professional.
- Almost a quarter (22%) believe that holding the Sales Cloud Consultant certification is likely to increase your worth (ranked 7th),
- This is closely followed by Service Cloud Consultant, where 17% of respondents agreeds (ranked 10th).
- Community Cloud Consultant, 10% say it does (ranked 10th)
- Field Service Lightning Consultant , 9% say it does (ranked 10th)
Speaking more generally, the survey also asked if they experienced an increase in their salary after earning (any) certification:
- 63% did, reporting an average salary increase of 26%,
- 37% did not, their salaries remained the same.
The chance that your salary could increase the more certifications you earn can’t be ignored but should be taken with a ‘pinch of salt’ alongside the other factors.
Generalists vs. Specialists
There are plenty of specializations when it comes to Salesforce Consultants, and as I covered earlier in the guide (Tip #2), place your bets on the right specialization, and you could find yourself in a position where you are highly sought after.
Salary figures are influenced by location, due to the differences in the cost of living between countries – and within countries (the US is a good example of this economic influence).
Converting all the salaries into US$ makes the geographic comparison easier. Senior Consultants in the US reported an average salary of around $145k. The UK Consultants on average earn $95k, in Spain $45k (!), and in Japan the figure is $94k.
How to Improve your Salesforce Consultant Salary
If you want to increase your salary, this section is for you. First, let’s define what we mean by ‘entry-level’, ‘mid-level’, and ‘senior’:
- Entry-level consultant: 0 – 1 years experience (often described as a ‘build’ consultant). in a supporting role, executing configuration tasks delegated by other team members, based on specific requirements with Salesforce’s most common features (eg. field configuration). Observing and learning.
- Mid-level: 1 – 3 years experience. Lead small projects, design solutions and lead requirements gathering sessions/client workshops.
- Senior consultant: 3+ years experience (often described as a ‘Lead consultant’/’Delivery Director’). The subject matter expert. “Big picture” solution design, possibly with multiple integrated systems. Control the data model, release management. High amount of stakeholder management, acting as the clients’ escalation point.
Tip 1: Do Your Research on Specialization Options
“Should I become a generalist or specialist?” is a common question that many consultants ask themselves. In other words, should you pursue broader, cross-platform knowledge, or hone in on one aspect of the Salesforce platform?
- Example generalist: an Advanced-level Admin, is Sales Cloud certified, has some knowledge of Service Cloud or Pardot.
- Example specialist: a Consultant would know the Service Cloud inside out – knowledge of Omnichannel, Live Chat, CTI integrations, SLA’s, Knowledge Base (note: specialists could also be industry focused)
So, which is best? Generalists will always be in-demand, able to service the majority of Salesforce customers who seek a consultancy’s services. A versatile consultant is valuable to any Salesforce consultancy
Having said that, becoming a specialist can place you in a league of your own, where fewer professionals share your niche skillset. You could earn a higher salary, but you need to take a risk (where you place your bets for your career). Be tactful by taking market supply vs. demand into consideration – in other words, be in the right place at the right time. You find this golden window of opportunity by:
- Monitor big acquisitions that Salesforce are making, these are likely to become the ‘go to’ for Salesforce customers looking for a solution in that category.
- Understand a functional area of a business well, and typical integrations requested. For example, if you’re becoming specialised in call center optimisation (Service Cloud) you will be a more effective consultant if you have knowledge around popular telephony providers and how they integrate with Service Cloud.
- Watch how Salesforce’s industry specific products are evolving – Health Cloud, Financial Services Cloud, Manufacturing Cloud, Consumer Goods Cloud and all of Salesforce Industries’ (formerly Vlocity) solutions. Clients will be willing to pay more for your insight, having experienced their pains, first-hand, and to ‘speak their language’.
- Attend presentations/broadcasts run by the Salesforce partner team. The one that springs to mind is the annual Partner Forum in London (usually the day prior to the World Tour event). These presentations give you insight into where Salesforce holds market dominance and also where they lack market penetration relative to the total addressable market. These gaps are where they will be targeting their growth.
Further examples of technical skills that will help you go further, faster are uncovered in industry research:
Source: Salesforce Talent Ecosystem Report, research by 10K Advisors.
Tip 2: Ask How You Can be More Valuable
We consultants are proactive in ensuring clients are kept happy, always one step ahead!
Use your proactive mindset to ask your management team what extra value you could bring to the consultancy, for example, by asking about company objectives.
These three areas should make great conversation prompts:
- Product: is the company pursuing projects for a certain part of the platform? (eg. building out a Marketing Cloud practise is something we will see happening a lot over the next 2 years).
- Revenue: are they looking to win ‘logos’ in a specific industry?
- People: are they hiring graduates, or involved with the Talent Alliance program?
Aside from gaining Salesforce certifications, you could explore other qualifications in the areas of project management (Prince2), business analysis, project management, change management. Do check in with your managing team first to ask that they will fund these courses and exams.
There are ‘extracurricular’ activities you can get involved in that will not only give you positive exposure internally, but also will contribute towards your personal brand and feel involved in the amazing Salesforce community. Examples are:
- Presenting at a user group (or leading one!),
- Publishing content to help the Salesforce community (we accept and support guest posters at SalesforceBen.com)
- Becoming a mentor to someone earlier in their tech career than you.
Tip 3: Question Senior Consultants’ Choices
Advancing as a Salesforce consultant involves a lot of questions – that’s asking questions to clients (requirements gathering, playing devil’s advocate to their status quo) and questioning what more experienced consultants do day to day. For these mid/senior consultants, best practice is intuitive, second nature to them. Therefore, it’s up to you to tease their thought processes out by asking questions.
The best nominee for your questions will be a mentor you find within your consultancy, usually someone you are supporting day-to-day. Don’t only stop there – find mentors from the Salesforce community who have been through similar learning curves.
Tip 4: Apply Previous Non-Salesforce Work Experience
Never shy away from your past work experience. Even those experiences that are not directly related to Salesforce will prove valuable when progressing as a Salesforce Consultant. One of Salesforce’s missions is to be relevant for any industry, and encourages their consulting partners to cater to select verticals in order to fulfill that mission.
As I already mentioned, experience working in a specific industry is a specialization, and could become a competitive edge for your career. Clients will be willing to pay more for your insight, having experienced their pains, first-hand, and to ‘speak their language’.Not only can you begin to add value where similar companies have succeeded with Salesforce, but you can also challenge their mindset, too.
An ex-Recruiter, now Salesforce Consultant, I know springs to mind. He has worked on Salesforce implementations for recruitment consultancies, where the clients have come back for phase 2, 3 and beyond, for long-term partnerships.
Tip 5: Bring Your Personality to Projects
A successful consultant understands people. While it sounds cliché, consulting is about understanding people more than it is about understanding technology. You could be a world expert on Salesforce, but fail to meet the client’s teams where they are, and you will fail to implement Salesforce in an organization successfully. In my experience, personally, I found my work was influenced greatly by psychology and change management.
If consulting is about people, it’s a good idea to bring your personality to projects. By that, I don’t mean share the ins and outs of your personal life*, but be sincere, approachable, and diplomatic. Everyone likes to be heard; even a small action, like repeating a client’s requirement as you type your notes, goes a long way.
*but be gracious and professional if you find yourself on the receiving end should clients warm up to you, and share theirs…
Just like the top salespeople, consultants who build rapport with their personalities will get glowing reviews, and/or be asked back for further projects.
Tip 6: Transition from Functional to Technical Consultant
Looking at the survey results, you may spot that the salaries for “Technical Consultants” are higher than “Functional Consultants”. This is because Technical Consultants are the overlap between consultants and developers, meaning they can both configure (declarative, no-code) and customize (programmatic, with code) Salesforce.
Tip 7: Always Be Learning
With the Salesforce platform constantly evolving, a consultant’s job is never done. This role, which holds a subject matter expert reputation, requires you to keep up to date on Salesforce releases. Upskilling by learning about other parts of the platform, and keeping up to date with all the releases, means you will be at the forefront to deliver Salesforce’s ambitious visions.
Trailhead is a fantastic resource for consultants for a number of reasons.
- Flexible and effective: the badges are informal credentials, less commitment than the energy certifications require. Studying via Trailhead badges can fit around busy project schedules.
- Keep an eye on new products/features (you may end up being the only knowledgeable one in your organisation!)
- Prove your interest: your motivation to upskill independently, when visible to your employer, could increase your chance of a salary bump-up.
There’s no doubt that Salesforce Consultants are deserving of their compensation – they carry out a core function that allows organisations to extend Salesforce beyond declarative (point-and-click) configuration, build apps, and in turn, optimise business operations.
I worked in the Consulting Partner ecosystem for a number of years in a variety of roles, projects types, and across regions.
Using my own observations, commentary from other experienced consultants, and survey data this guide has brought context to what your salary should be (or could be) with information to back up that figure, so that you can be armed with ammo when asking for a raise, or applying for a new role.
At SalesforceBen.com, we have been enabling Admins, Developers, and Marketers with these statistics for a number of years – so share these with your colleagues or friends around the Salesforce community.