Why Are Sales Commissions Important To Your Business?

Sales Commission is an additional amount of money given to sales representatives based on their performance. It is a form of variable pay. Reps have their salary as a combination of a base pay and variable pay. Sales commissions motivate sales teams to close more deals and encourage specific behaviours. Having real-time visibility of sales commissions for both operations and reps is highly crucial to drive performance of the sales teams.


Most companies do not track sales commissions for sales reps. They might have fixed commissions or quotas that stipulate how much a rep can make in a given period. Sales commissions are calculated based on a sales representative’s sales performance and can be paid on a monthly-basis or even monthly basis at specific milestones in a given month. However, bigger the size of your sales team, the more complicated it can get to manage your commissions. It is advisable to use a sales commissions automation software to reduce manual work and increase the accuracy of commissions paid out to reps.

Here are some ways in which sales commissions can boost a business and allow it to compete with other larger and better funded companies. Pay more attention to sales commissions. Small and mid-size businesses can add sales commissions to their regular sales process. It can be incentivized through a flat fee or for certain job performance milestones, paid in monthly or quarterly tranches.

Why Sales Commissions?

Sales commissions are used to motivate employees. It is also used as a tool for risk-taking and reward systems. Sales commissions are used to reward employees when they achieve goals and excel in their function. Sales commissions are based on company policy and are used to reward employees for hitting targets. A sales commission is a common incentive that motivates employees to work hard for the company.

How Should You Structure Sales Commissions?

Sales commissions should be paid based on a defined target of the sales team for the entire month. Paying sales commissions based on monthly targets helps employees understand the target set and be incentivized to perform. It is critical that sales commissions are paid on time and are matched with sales targets.

The Benefits of Sales Commissions

Sales commissions are an added motivator for sales teams to make more sales. Sales reps have clear criteria for the compensation plan. Certain sales targets are set for sales representatives based on performance and a variable incentive is paid out based on the performance. Sales commissions help you identify which employees are performing the best for your business and incentives for their success. Sales commissions also help create a sense of ownership among sales reps. They know how much they are worth to your company and how much more they can make if they perform well. Sales commissions motivate them to put in the extra effort and stay focused on the goal. They know that they have skin in the game and that they have a legitimate reason for taking on extra work.

How to set up a commission structure?

The sales commissions are paid out on a quarterly basis. The amount of commission paid varies according to the value of the deal closed, the customer loyalty level, and other factors such as billings, rating etc.

Creating a sales compensation plan for your sales teams can be tricky. Every individual sales rep, depending on the company and the role they play in selling the company’s products and services, will be paid a different amount. The basic structure of commissions is as follows: Base commission. This is paid to the rep on a monthly basis. The basic rate for each rep ranges between $15,000 to $25,000 for each monthly sale.

How to use Sales Commissions to motivate team members

The use of the right incentive to motivate and engage the team members is not easy, but when done right, it can work wonders in driving productivity. For example, sales commissions reward sales team members when they close the deal, so if the sales team closes all the deals, the reps would get their sales commissions. However, if the sales team doesn’t close the deals, then the sales commissions will be lower. In that case, the team members would start working extra hours to close the deals. Team members could also work overtime without it being paid, if they fail to close the deal. In order to get the most out of the sales commission, you need to create an incentive that inspires the sales team.


Having the right sales rep on your team increases the chances of driving more revenue for your company. It is important to consider the input of sales experts in designing and implementing a sales compensation plan.

A sales compensation plan must ensure that sales reps are on the right track to meet the business goals. It is vital for you to calculate sales commission in a very logical manner.