Sales is a great career with lots of benefits, but it is challenging; the sales industry has one of the highest turnover rates around. To ensure you get — and retain — the best sales talent, you need to reward them accordingly. This means having an attractive sales compensation plan with a sales commission structure that incentivizes top performers.
In this guide, we’ll look at some of the typical sales commission structures along with the best practices for implementing them.
What is sales commission? What is sales compensation?
One of the big appeals of a sales career is pay that reflects performance — the more you sell, the more you earn. Sales commission refers to the variable pay a salesperson makes based on their sales.
The commission is just one part of an overall sales compensation plan. Sales compensation includes base salary, commission and any other bonuses or incentives that are paid to the salesperson.
There are different commission structures to use (and sales commission tools to calculate those), but all of them are designed to encourage your salespeople to perform at their best. By rewarding their hard work, you can incentivize specific behaviors and retain your best talent, lowering sales turnover.
The sales commission you use directly impacts your team’s sales performance, providing an incentive to attract top performers and ensure that they bring their A-game every day.