TL;DR 1. Definitions Commission automation means:Replacing manual, spreadsheet-based commission calculation with an automated system that imports data, applies rules, calculates payouts, and logs all decisions—without human intervention. Why it matters 2. Common Problems with Manual Commission Accounting Problem Impact Excel fragility Broken formulas, version confusion, non-auditable Opaque rules Sales distrusts numbers; constant disputes Manual data […]
1. TL;DR – Why Excel Costs More Than You Think Excel feels free, until it isn’t.For sales commissions, spreadsheets introduce hidden costs that compound as your team grows: Switching from Excel to automated commission software reduces errors, increases transparency, and shortens payout cycles from 10–15 days → 1–2 days. If your sales organisation has more […]
1. TL;DR – What Commission Management Is & Why It Matters Sales commission management is the process of planning, calculating, tracking, and paying variable compensation for sales teams.In 2025, companies move away from Excel because: Modern commission management platforms (like Centify) automate calculations, ensure accuracy, and give reps and finance teams full visibility. If your […]
In growing companies, one question tends to linger in the background until it suddenly becomes urgent: Who should manage sales commissions? Get it right, and your sales engine hums. Get it wrong, and you’re fielding complaints and risking missed targets. There’s no universal answer, but the right decision depends on your stage of growth and […]
Territory design shapes outcomes more than most sales leaders realize. When territories are uneven, reps get stretched or sidelined and quotas feel arbitrary. Balanced territories create a fair playing field that links effort to earnings. It raises morale and steadies growth. Below is a practical path to balanced design that your team can implement without […]
Sales leaders have been using SPIFs for decades, yet many still struggle to get them right.Some programs spark energy and results. Others waste money and create lasting headaches. The difference comes down to strategy, design, and timing. This guide explains how high-performing sales organizations approach SPIFs today – based on real-world practice. What a SPIF […]
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 […]
Compare OTE and Direct Commission to select the best sales compensation strategy.
Sales Development Representatives connect potential customers to your sales team. Learn how to reward them properly.
