In sales, money talks. For most salespeople, commission isn’t just a nice extra; it’s a central part of their income. The right commission structure can motivate performance, help retain high performers, and drive business growth. The wrong one can cause turnover and disputes. Designing a commission plan means more than picking a percentage. You have […]
Three weeks. That’s how long it took to build a homemade commission tracker in Google Sheets. What began as a simple project – columns for rep names, deal values, and payout percentages—quickly spiraled into a patchwork of exceptions, edge cases, and Excel gymnastics. What followed is a lesson that speaks to a question every business […]
For most growth-focused businesses, sales commissions represent a significant portion of total revenue outlay. In fact, in many organizations, commissions can consume up to 20% of newly acquired revenue. This figure, while hefty, is often considered a necessary cost of doing business—an inevitable line item on the P&L. But this mindset undersells the strategic power […]
Customer churn is often treated as a problem for the customer success team to solve. When a client leaves, it’s seen as a service or product issue, not a sales issue. But what if the very structure of your sales incentives is part of the problem? Most organizations are acutely aware of how churn impacts […]
Compare OTE and Direct Commission to select the best sales compensation strategy.
Identify and address hidden risks to strengthen your sales commission system and enhance team performance.
Sales Development Representatives connect potential customers to your sales team. Learn how to reward them properly.
