COMMISSION PLAN: Sales Template & 2022 Best Practices

Commission Plan
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Most companies use commission plans to increase the volume of their revenue. Even though the company comes up with advertising and marketing strategies, the salesperson goes the extra mile just to get the bonus pay that commission plans offer. Also, there are factors that affect commission plans, such as the base pay for employees and performance. It’s still a relevant means of boosting sales figures. Therefore, organizations need to understand how a sales commission plan work using its template and test-running it to meet their business goals.

What Is Commission Plan?

A commission plan is a contract that stipulates that people will get paid based on their performance. A commission plan is also called a sales commission plan, and it can be used interchangeably. Talking about sales commission, what is it all about?

Sales Commission Plan

The term “sales commission plan” or “sales compensation plan” refers to a financial incentive scheme that a salesperson will receive for making sales. The prospect of financial reward may motivate salespeople to meet their entire sales objectives. Through incentives, both employees and the company might earn more money than they otherwise might have. A successful sales commission plan establishes realistic goals. It is vital that the remuneration is of similar or greater value than the new sales goals, whatever they may be. This strategy encourages specific actions and behaviors that are consistent with the demands of the company and its customers.

It’s important to keep in mind that a sales commission plan isn’t always a whole solution. A sound plan lays out the structure for compensating different salespeople in line with their individual contributions to the business. For example, a salesperson who contributes more to the company and does better in sales often receives a higher compensation than a colleague who contributes much less and performs much worse. The following are the two key variables that have an impact on how employees are paid:

#1. Variable pay

The amount of variable pay a salesperson receives is based on how well they perform. Each employee receives a different wage depending on how well they succeeded in achieving their goals. There are numerous types of variable pay to consider. In recognition of extraordinary performance, an employee may get a one-time bonus payment. When a sale is successful, commission-based employees receive a portion of the proceeds. MBOs provide employees with a base wage that they can raise by exceeding their own performance and sales goals.

#2. Base pay

Salespeople receive a base salary regardless of whether they meet their goals. This is often the employee’s fixed-rate pay. In addition to variable pay, the employee receives a pay mix. The ratio of a salesperson’s base pay to variable pay is known as leverage. Companies affect the equilibrium of these two systems differently depending on their wage structures. For instance, servers and pizza delivery drivers receive pay that is highly geared toward variable revenue because their base business salary is little.

Benefits of Creating a Sales Commission Plan

Sales commission plans are really advantageous to both the salesperson and the company in the following ways;

#1. Employees Receive Higher Pay

Implementing a sales commission scheme may help employees earn more money. Since obtaining the incentive totally depends on their own achievement, salespeople may find themselves compelled to continue working regularly toward it.

#2. Revenue for the Company Increases

When the salesmen perform better, the company can gain and experience significant revenue improvements. A larger budget would enable the company to set aside funds for improved compensation policies and new sales initiatives.

#3. Coordinate the Payment Procedures

A successful company must have an employee payout structure that is fair to the salespeople and practical for the organization as a whole. The sales commission plan assists in organizing this vital procedure and ensures that the compensation system’s operation is transparent.

#4. Enhances Financial Stability

A sales commission program allows the business to raise revenue, which is advantageous for the business’s overall financial status. This is significant because when considering whether to invest in or do business with a firm, investors typically take their financial position into account.

Recruiter Commission Plan Sample

A thoughtful pay plan will help your company’s financial situation as well as attract top people and keep them on board for the duration of their careers.

Different organizations have different payment systems that match their needs better than others. When designing the most efficient payment system for your firm, you must carefully take into account the following procedures.

Step 1: Determine the various levels and positions within your organization.

The simplest approach to accomplishing this is to map out the functions of each role according to the amount of experience necessary (for example, entry-level, mid-level, experienced/top performer). Sort every role in your company into one of these categories, then specify the broad duties for each position. You can use this to:

  • Understand where to place new hires in your company.
  • Make a professional path so that your staff can advance along it.

Step 2: Set a goal for the overall compensation for each role and level

The sum of a person’s base pay and commissions is their total income. The median overall total earnings for each position at each level must now be determined. You will need to conduct some research based on your geography and, in some cases, your vertical to ascertain this. 

Step 3: Compare the base salary and commission.

Establishing a performance-based culture where the team is responsible for the outcome is the goal of having a commission structure. You can construct this structure in a variety of ways, each with advantages and disadvantages.


  • People won’t be motivated to achieve their goals if you place too much weight on the base.
  • People won’t be as drawn to join your group if you place an excessive emphasis on the commission. Low base pay may have an impact on items like prospective loans or mortgages. Less stability also results from it.

Step 4: Establish goals (KPIs)

You need to consider a few aspects before you can define your goals. Check your financials first; what is your overall revenue? What do you charge for your goods or services? 

Step 5: Create a payment strategy for new hires during the ramp-up period.

Getting people to leave their present, established book of business is one of the hardest parts of the hiring process for recruitment specialists. These applicants typically have clientele they consistently conduct business with or assured commission coming in (particularly in contract recruitment). Starting over can be a daunting endeavor after everything they have built.

Due to this, a lot of recruitment agencies provide different remuneration packages to employees during their onboarding and ramp-up periods.

Step 6: Think about including these extra elements in your compensation plan

Consider adding the following details to your compensation plan to provide clarity for all parties:

  • Will commission payments be made on a monthly or quarterly basis?
  • If so, how much will your commission be capped?
  • Having considered establishing a fair compensation board, that reviews compensation on an annual basis)

What is the purpose of a commission?

The payment for goods or services sold in the form of commissions is a type of variable pay. Salesperson motivation and reward frequently involve commissions. Incentives like commissions might be used to promote particular sales techniques. When offering substantial reductions, for instance, commissions might be cut.

What does a plan commission mean?

A comprehensive plan, a zoning ordinance, and a subdivision ordinance are all created by the plan commission, a body required by law. To elected authorities, they also offer suggestions on improvements that should be made.

Is a commission-based salary good?

Professionals with professions that provide a basic salary and a 100% commission typically make more money. If sales go up, the commission agent sells more and earns more money each month as a result – often significantly more than someone on a salary.

Is commission-based pay good?

Because they have full control over their earnings, employees benefit from commission-based pay. The employee’s ability to improve their own income is not often limited when a corporation implements commission to pay.

Is 20% commission a lot?

There is no actual average sales commission rate since there are too many variables. The normal range for salespeople, according to most, is 20% to 30%. In addition to the salesperson’s earned commission, most businesses pay a base rate (either hourly or as an annual wage).

Is 2% a good commission?

The majority of house sellers should consider working with a broker that charges a 2% commission. Brokerages with 2% listing fees often give the same level of service to realtors with regular 2.5–3% commission rates.

Commission Plan Template

Creating a Plan for Sales Commission From Template

Creating your sales commission template plan is simple, just follow the following tips;

#1. Determine the Compensation Combination

The first step in developing a sales commission template plan is selecting the pay mix, which specifies the proportion of an employee’s income that is made up of base salary and sales commissions. For example, you could set up employee compensation so that they receive 30% in commissions in addition to their base rate of 75%. The ideal blend will be determined by the organizational structure of the company.

If staff members play a significant role in the sale of goods and services, it might be desirable to reward sales with an increased commission. On the other hand, higher pay compensation is more suitable if salespeople play a bigger role in offering customer support.

#2.  Determine Payment Dates

After choosing the compensation mix, decide when sales employees will earn their commission. You may choose how to pay our sales commissions, but make an effort to do it in a way that is fair to the employees and financially feasible for the company. For instance, you might just pay commissions once every month at the end or beginning, or you might do it on typical paydays. Select the approach that best satisfies the needs of the team and the business.

#3. Create Achievable Targets

Develop some time-bound goals for the sales team after agreeing on the payment schedule. This suggests that the goals are realistic and attainable. You may start by, for instance, setting your sales goals a little higher than your typical quota. Make sure to take different departments and staff skill levels into consideration. You might need to stagger the objectives depending on the groupings. While some employees might be able to complete certain tasks, others cannot. Set specific goals for each group of employees as a result, and then pay them accordingly.

#4. Determine the Commission Tiers

The final step to creating your commission plan template is determining the commission tiers. You can assign different pay percentages using commission levels, depending on how much of the sales quota has been achieved. As they move through the sales stages, employees are paid more. For instance, after reaching tier one, employees are qualified to receive 4% of the overall commission. In the second rung, employees can get 7% of the total sales commission. This proportion should be increased gradually with each level attained. This structure is beneficial because it shows what lower-level performers may accomplish by working harder while maintaining the motivation of top performers.

How Do I Create a Commission Plan?

How to make a Sales Commission Plan

  • Recognize the Fundamental Conditions of a Good Sales Comp Plan
  • Create Role Levels
  • calculate the overall on-target earnings (OTE).
  • Establish the base pay and sales commission structure.
  • Set goals
  • Prepare compensation for training and onboarding
  • Understand what should be in a sales incentive plan.
  • Make an Agreement and Secure Mutual Commitment

What are the three types of commission plans?

There are three types of commission plans;

  • Straight Commission. 
  • Graduated Commission
  • Piecework Commission.

How does a commission schedule work?

Regardless of sales, sales agents receive a payment, or draw, each month for a set period of time. They keep the commission and the difference between it and the draw amount if their commission income is less than their salary income.

What is a commission example?

An employee of a boot sales company earns a base salary as well as 6% of the total revenue generated by their sales. The employee would have received a $60 commission if they had sold $1,000 in merchandise overall last month.

What are the types of commission?

The types of commission plans are:

  • Base salary plus commission.
  • Drawn against a commission
  • Gross margin commission
  • Residual commission
  • Revenue commission
  • Straight commission

How do I calculate commission?

Simply multiply the sale price by the commission rate and divide the result by 100.

What is a good commission rate?

The range of sales commission rates is 5% to 50%, however, most businesses pay between 20 and 30%. Start by evaluating how much it would cost to hire individuals under various sales commission systems, both for full-time employees and independent contractors, in order to discover the match that is in line with your sales goals.

What is Commission Structure?

How businesses pay their sales representatives is outlined in the commission structure for the sales sector.


No one loves a sales commission more than the salesperson who maximizes every opportunity to make more money. You already know the amount you make per sale, and your commission agreement, so you make every effort to increase your earnings. In all, commission plans push personnel to do more, thus it increases an organization’s productivity.

Commission Plan FAQs

What are the three types of commission plans?

  • Straight Commission
  • Graduated Commission
  • Piecework Commission

How do I create a commission plan?

  • Understand the fundamental requirements of a good sales compensation plan.
  • Set goals.
  • Establish Role Levels.
  • Decide Base Pay and Sales Commission Structure.
  • Plan Compensation for onboarding and training.
  • Determine Total On-Target Earnings
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