Consider the company as a whole and how developing this structure should reflect the company mission and management style.

You will determine how to pay your sales representatives! The old conceptualization of ‘compensation and benefits’ was fine for the 1950’s. 21st century sales managers need to utilize a Total Rewards program. Salespeople want more than money or a retirement program; they want a work-life balance and opportunities for career and personal development. Employers that can offer such programs can have a competitive advantage over other employers if they can provide them.

Sales representatives work well with goals in mind to meet their commission or a type of reward when quota is met. Create a 2-3 page sales commission structure (you may use lectures or outside resources for additional help) and decide if you are going to use a progressive plan that increases the percentage of a commission that a representative may receive with each additional sale. Another way could be a regressive plan that decreases the percentage of a commission that a representative may receive with each additional sale.

  • You also want to consider using benefits, team-based pay, a bonus structure or some combination of these.
  • Consider the company as a whole and how developing this structure should reflect the company mission and management style.

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