Remember to take these into account
Commission tracking and calculation is not always about money, there might be non-monetary factors that could contribute to sales reps overall commission. Here is a list of valid rules that a sales director could take into account while designing a commission tracking plan and deciding whether to increase or decrease the overall commission amount:
1. Meeting attendance
Sales meetings are a great way to keep a sales team on the course and focused on monthly targets. Sales directors should always be in-tune with the disposition of the sales reps who are attending those meetings. But if somebody runs late, the meeting starts late or is canceled, it is sign of a terrible meeting that produces terrible results. Of course, attendance is important and sales reps have to be present, taking their attendance as part of their overall commission will motivate them to be in every single meeting.
Punctuality affects the individual just as much as it affects the workplace as a whole, and if we are talking about sales, this could also affect the customers. A sales rep who is punctual communicates dedication to his job, interest in his work and capability of handling responsibility. And, that’s the image a company wants to show to its customers. Therefore, a sales team having punctuality as a core value is more likely to succeed.
3. Work days missed
When a sales rep does not show at the office, he can miss an important meeting, a lot of phone calls, important announcements for the sales team or even work-related events. It is crucial for a sales director to keep records of when, how often, and what reasons sales reps use to miss work. If there’s a pattern showing in a rep’s nonattendance, the sales director should then address it.
4. Goal achievement affects overall commission
A sales rep meeting all their numbers on his performance review should be rewarded for doing so. That means that this sales rep gets goal planning, action planning, and commitment right. Meeting those individual goals helps meeting overall company goals too, and that is a huge contribution. Remember that everyone needs to meet goals, but especially salespeople.
5. Performance or behavior with clients
Not all customers act the same or have the same attitude, and sales reps have to be really reactive to that. A sales person should think carefully and wait for the moment to be comfortable enough to handle client situations. Sales reps behaving professionally and acting appropriately in unexpected circumstances are implicit tacit traits that make them look confident. Good performance and behavior with clients can lead to successful deals and projects.
If you want to include these or more non-monetary factors on the sales reps overall commission, it is important to be really careful and do an exact calculation. Blitz is the commission tracking software that could assist sales directors in adapting and automating these factors into a commission plan so it can be implemented successfully.