Sales
Sales Commission Calculator
Calculate commission with a rate, a threshold, an accelerator and a cap, and see payouts at different attainment levels.
- Time: 5 minutes
- With: Sales managers, finance, account executives
- You get: Payout and effective rate for one rep and a scenario table
How to use this worksheet
- Enter the quota for the period and the sales achieved so far, or the forecast.
- Enter the base commission rate. Add an accelerator multiplier for sales above quota, a minimum attainment threshold and a cap if your plan has them.
- Optionally add the base salary to see total pay.
- Use the scenario table to check that the plan rewards 100% attainment clearly and does not overpay at the extremes.
Quota and plan
Match the terms in the actual compensation plan.
Payout
Before you finish
- The terms match the signed plan.
- The effective rate is within what the margin can bear.
- A rep can understand the plan on one page.
Designing a plan
A commission plan steers behaviour. Accelerators reward over-performance, thresholds protect against payouts for little work and caps protect margin. Each also changes how reps behave near the end of the period, for example holding back deals when they are far from quota.
This calculator shows one rep's payout. It does not replace a compensation plan reviewed by finance and, where relevant, by legal or the works council.
Recommended reading
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- The Sales Acceleration FormulaMark Roberge
Data-driven sales hiring, training and management from HubSpot's early growth.
- The Qualified Sales LeaderJohn McMahon
A CRO's playbook for qualifying deals with MEDDPICC and coaching teams to forecast honestly.
- Predictable RevenueAaron Ross & Marylou Tyler
How specialised roles and a clear process built a repeatable outbound pipeline.