5 Considerations for Building an Effective Sales Commission Structure

Learn how to create an effective commission structure for your sales team.
Talent Management / Sales & Business Development

ExecSense Sales Commission Structure

Format          50 Minute Lesson
Chapters       12
Skill Level     New to Topic
Audience      CEO
Includes       Access for 1 year. Stream on all devices.

Course Description

In this lesson, ExecSense examines the steps to developing an effective sales structure that finds the right balance between commission, salary, and incentives. Take the 50 minutes to learn how to create a commission structure that ensures the company and employees share risks and reap rewards in mutually beneficial ways.

This 12-chapter lesson is led by an expert, George Athan (CEO – Mindstorm Strategic Consulting), and focuses on setting clear expectations, incentivizing tasks, finding the right salespersons for your business, and inspiring your teams.

In this 50-minute session, you will learn:

  • What makes a commission structure effective: reducing risk to the company, creating internal motivations for your sales teams, incentivizing the right tasks and behaviors, aligning interests, and increasing revenue
  • A comprehensive breakdown of risks and rewards for both companies and salespersons that will help you see sales in a different light and give you a better understanding of the impact turnover has on profit
  • How to use incentives effectively by rewarding tasks, which employees have control over, instead of outcomes, which are impacted by a host of external factors that can frustrate your workforce
  • Why establishing clear “floors” and “ceilings” makes success instantly recognizable and practically attainable, reducing pressure and anxiety
  • A step-by-step guide to the “gamification” of sales: scoring daily activities (telephone time, prospects contacted, presentations made, and proposals sent); creating points, levels, and badges; and customizing your rewards

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ExecSense Speaker

George Athan
CEO, MindStorm Strategic Consulting
Expertise
Growth Strategy

ExecSense_George Athan

George Athan is a speaker, strategic consultant, and sales trainer that helps business owners all over the country rapidly grow their business. He has spent almost 20 years in sales, management, and business ownership.

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Athan regularly conducts programs ranging from small group training sessions to large group presentations. He is widely featured as a strategist who provides executives, owners, management, and salespeople with insights that create a distinct edge over the competition.

George’s path is that of a researcher and communicator who loves sharing wisdom and strategies that can make a difference for companies and their staff.

Business executives love George Athan for his ability to teach people how to improve profits, find the hidden assets, and make more sales with his cutting edge Hands on Business Consulting, Customized Sales Training, and High Performance Business Coaching programs. His programs teach the skills to compete and win in today’s challenging business environment.

Read George's Blog Post

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What Customers Are Saying

Well organized, well articulated, and easy to follow...the lesson I attended was the best virtual learning experience I've had in quite some time.

Brian K. MooreInternal Communications Director, Houghton Mifflin Harcourt

Dynamic, up-to-date resource.

Tina FergusonBusiness Owner, Tina & Co.

...convenient and on-point. A notification in my inbox one day, the next day I am listening to an intelligent discussion on a very relevant subject.

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