Targets motivate only when people can see their progress. Commission disputes disappear when the rules and the numbers sit in the same system.
Types of targets
- Revenue won or collected
- Number of deals or orders
- Activities: calls, meetings, quotations
- Product or category mix
Simple commission rules
| Rule | Example |
|---|---|
| Flat percentage | A fixed share of won deal value |
| Slab | A higher share after crossing a threshold |
| On collection | Paid only when the customer has paid |
| Split | Shared between rep and team lead |
The examples show structure only. Choose rates and slabs that fit your margins and write them down.
Good practice
- Pay on collections where credit risk is high.
- Publish the rules before the month starts.
- Show each rep their target, achievement and expected commission daily.
- Review rules each quarter.
Example: a fair, simple scheme
A company sets a monthly collection target for each salesperson. Commission is a fixed percentage of payments received, with a higher percentage above target. Each rep sees their achievement and expected commission in the CRM every day. At month end the numbers are already agreed, so there is nothing to argue about. The percentages in your scheme should reflect your own margins.
Note: NexoraCRM supports monthly targets per salesperson, achievement tracking and commission rules on collections or won deals.
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