En esta página
Las comisiones de los representantes de ventas de los fabricantes son fundamentales para establecer un acuerdo eficaz entre los fabricantes y los representantes de ventas.
Unas comisiones por debajo de la media pueden provocar desmotivación, insatisfacción e incluso el abandono de los representantes de ventas, lo que puede afectar a los resultados del fabricante.
As per Forbes, a mere 5 percent increase in the average sales rep attrition rate can escalate selling costs by 4 to 6 percent while reducing total revenue by 2 to 3 percent.
In the manufacturing industry the sales rep commission rate is between 7 to 15 percent.
The average yearly income of sales reps is around $62,720, and the average hourly wage is $30.16.
These numbers highlight the significance of retaining sales reps.
Commission dynamics in the sales ecosystem is a major factor in retaining sales representatives, which calls for an in-depth study and evaluation of the manufacturer's sales rep commission rates.
Y nosotros estamos aquí para proporcionarle toda la información necesaria.
En este artículo analizamos los detalles de las comisiones de los representantes de los fabricantes, revelando los factores que las afectan, sus tipos, los procedimientos de escalonamiento, las tarifas estándar y algunos casos prácticos de referencia.
What is a manufacturing sales commission plan?
A manufacturing sales commission plan is a structured compensation model that determines how much a sales representative earns based on their performance. This commission structure typically includes a percentage-based payout influenced by factors such as deal type, value, and size. Additionally, it considers the rep’s experience and seniority within the organization.
A well-designed manufacturing sales commission plan not only incentivizes sales teams but also aligns their efforts with the company’s revenue goals. When implemented effectively, it offers several benefits, including:
Higher sales rep retention
A competitive commission plan encourages sales representatives to stay with the company. When reps feel adequately rewarded for their efforts, turnover rates decrease, and retention improves.
Increased sales productivity
A well-structured commission plan motivates sales reps to improve their performance, meet targets, and drive higher revenue. Clear incentives push them to close more deals efficiently.
Mayor rendimiento de las ventas
When a commission structure aligns with business goals and offers lucrative incentives, sales teams are more likely to exceed targets and bring in consistent revenue.
Beyond these core benefits, a well-planned sales commission structure fosters a healthy competitive environment, boosts overall revenue, and keeps sales teams continuously motivated to perform better.
Ahora, surge la pregunta, ¿son las comisiones de ventas gastos generales de fabricación?
Sí, forma parte de los gastos generales de fabricación variables, ya que su importe cambia cada vez y depende del número de unidades vendidas.
Sin embargo, hay varias estructuras y factores que influyen en la decisión sobre la fijación de las tasas de comisión, pasemos a ello.
Factores que influyen en las comisiones de los comerciales de fabricación
Las comisiones de los representantes de ventas de los fabricantes pueden variar mucho, ya que están influidas por diversos factores en Estados Unidos. La estructura de comisiones debe apoyar los objetivos del fabricante, la dinámica del mercado y la estrategia de ventas.
Los dos factores principales que influyen en las comisiones son:
1. Consideraciones específicas del sector
- Product type - The type of product and its complexity in being sold affects the commission rates. For example, High-tech or highly specialized products can entitle higher commissions due to the skill and effort required to market them.
- Sales cycle length - From lead generation to contract completion, the length of the sales cycle is a crucial aspect in deciding the rates. Higher commission rates might be necessary for longer sales cycles to maintain sales reps' motivation.
- Profit margins - Profit margins associated with the product can impact commission rates. Products with higher profit margins can have greater commissions than others.
- Competitors commission - Manufacturers are always at risk of losing their best sales reps. The best way to avoid this is to know what commission rates competitors offer to their reps. This will help to set commission rates accordingly.
2. Factores específicos de la empresa
- Sales strategy - Commission rates depend on the manufacturer's sales strategy, whether it's market penetration, customer retention, or new product launches. Aligning commission structures with sales objectives will make sure your sales reps are motivated.
- Budget - The financial objectives of the manufacturer directly influence commission rates. Companies set commission rates based on their revenue goals, budgetary constraints, and overall financial strategy.
- Historical performance and data analysis - To assess what commission rates have been successful in achieving desired goals, manufacturers usually analyze historical data, sales metrics and decide the rates.
Which is an ideal manufacturing sales commission plan to adopt?
Here are four ideal manufacturing sales commission plans that align with revenue goals:
1. Sueldo base más comisión
This structure includes a base salary plus a performance-based commission. The base salary ensures financial stability, while commissions motivate reps to improve performance. It helps balance fixed and variable costs, ensuring sustainable business operations.
Esta estructura es ideal para
- Empresas que buscan equilibrar los gastos generales de fabricación de las comisiones de ventas fijas y variables.
- Empresas en las que el volumen de ventas puede variar a lo largo del año.
- Empresas que desean fomentar los esfuerzos de venta proactivos.
When to use: Ideal for small and mid-sized manufacturing businesses looking to attract and retain top sales talent by offering both financial stability and performance-based incentives.
2. Plan recto de comisiones
This structure compensates sales reps solely based on commissions, eliminating base salary costs. It motivates reps to close more deals while allowing management to control variable expenses. However, unpredictable income may lead to high turnover if commissions are not competitive.
Esta estructura es ideal para
- Empresas o startups que quizá no dispongan de medios coherentes para reunir capital pagando a sus representantes de ventas.
- Empresas con ciclos de venta cortos o aquellas en las que sus comerciales pueden ganar una gran comisión por una sola venta.
When to use: Best suited for businesses with aggressive sales targets or those operating with limited capital, such as startups.
3. Gross margin commission structure
This model rewards sales reps based on gross margin rather than total sales, encouraging them to focus on selling high-margin products.
Esta estructura es ideal para
- Empresas que ya son grandes y tienen equipos de ventas bien establecidos.
- Las empresas que desean mejorar el entusiasmo de sus representantes de ventas y aumentar las ventas pueden estar más motivadas para superar sus resultados con el fin de avanzar al siguiente nivel.
Gross Margin x Commission Percentage = Total Commission
When to use: Ideal for manufacturing companies looking to maintain profitability while ensuring that sales reps focus on high-margin products.
4. Territory volume commission
This structure distributes commission revenue among all sales reps operating in a specific region, fostering teamwork and collaboration. However, it may create conflicts if multiple reps are assigned the same territory.
When to use: Best for manufacturers expanding into new markets or operating at national and international levels.
5. Tiered Commission
En el modelo de comisiones escalonadas, la comisión aumenta si un representante de ventas cumple un objetivo establecido, como vender un número predeterminado de productos o alcanzar un determinado objetivo de ingresos. Para animar a los comerciales a alcanzar el siguiente objetivo, muchas empresas deciden establecer varios niveles de comisiones.
Los representantes de ventas no reciben una cantidad a tanto alzado tras alcanzar el objetivo fijado. Por lo general, reciben un determinado porcentaje sobre todas las ventas hasta que alcanzan el siguiente nivel. El porcentaje de aumento de la comisión será por cada nivel. Esto se puede entender mejor con el siguiente ejemplo.
Esta estructura es ideal para
- Empresas que ya son grandes y tienen equipos de ventas bien establecidos.
- Las empresas que desean mejorar el entusiasmo de sus representantes de ventas y aumentar las ventas pueden estar más motivadas para superar sus resultados con el fin de avanzar al siguiente nivel.
Estudio de caso
- El gigante de las bebidas Coca-Cola sigue una estructura de comisiones escalonadas.
- Pagan a sus agentes de ventas una comisión mayor si cierran más operaciones y superan las cuotas y niveles diseñados.
- Reportedly, on an average they pay sales reps a base salary of $48,000 with a $10,000 bonus annually.
4. Empate contra comisión
Un representante de ventas gana su comisión por adelantado con un plan de cobro de comisiones. Suele aparecer como un pago único fijo al inicio de un ciclo de pago o de ventas.
Esta suma global o sorteo se deduce de las comisiones totales devengadas por el representante al cierre de ese ciclo de ventas. En el modelo no recuperable, si la comisión del representante de ventas es inferior al importe a tanto alzado, no se puede recuperar la comisión del sorteo.
Esta estructura es ideal para
- En las empresas que se inician en las ventas, este sistema funciona bien. El aumento de la presión garantiza que el vendedor alcance el importe del sorteo.
- Empresas con ciclos de venta imprevisibles y productos fuera de temporada.
If the earned commission is less than the draw, the salesperson owes the difference.
Non-recoverable draw (Guaranteed minimum pay)
Final Pay = Max 0 (Draw Amount, Earned Commission)
The salesperson keeps the draw even if the commission earned is lower.
How to set up fair commission rates?
Para alcanzar los objetivos de ventas y contribuir al crecimiento de la empresa, es fundamental que las comisiones de los representantes de ventas del fabricante sean lo suficientemente justas, competitivas y atractivas.
He aquí algunas consideraciones para establecer unas tarifas de comisiones justas:
1. Estudio de mercado y evaluación comparativa
- Para empezar, realice un estudio de mercado en profundidad para conocer las normas del sector y las comisiones vigentes para productos similares.
- La comparación con los rivales le proporcionará información útil sobre lo que el mercado percibe como justo.
2. Crear una estructura de comisiones a medida
- Diseñe una estructura de comisiones acorde con los objetivos, el tipo de producto y la dinámica del mercado de su organización.
- Hay que tener en cuenta las comisiones de ventas, los gastos generales de fabricación, los márgenes de beneficio, los objetivos de ventas y la complejidad de los productos o servicios.
- Asegúrese de que la estructura es viable para la empresa y, al mismo tiempo, motiva a los representantes de ventas.
3. Comenzar a ofrecer una comisión al comercial
- By establishing all of the terms and conditions in a written agreement or contract, implement the commission structure.
- Asegúrese de que los representantes de ventas sepan cómo se determinarán las comisiones, cómo se pagarán y qué requisitos deben cumplir para obtenerlas.
4. Incorporar circuitos de retroalimentación
- Deben establecerse canales directos de comunicación con el equipo de ventas y recabarse opiniones sobre el sistema de comisiones.
- Hable regularmente con los vendedores para conocer sus opiniones y experiencias sobre la equidad de las comisiones. Por ejemplo, realice una encuesta u organice debates en grupo.
- Utiliza esta información para modificar y mejorar la estructura de comisiones si es necesario para que siga siendo justa y motivadora.
How to calculate manufacturing sales commission in 5 simple steps?
Determining a fair commission rate is crucial for manufacturers to motivate their sales teams and drive revenue. Here are five simple steps to help you calculate manufacturing sales commission accurately:
Step 1: Decide on your ideal commission structure
Start by selecting the right commission structure for your sales team. Consider different commission models—such as fixed, tiered, or profit-based—along with their benefits and drawbacks. Define the commission percentage, influencing factors like deal size and type, and any additional incentives like quotas and bonuses. A well-planned structure ensures fair compensation and boosts sales performance.
Step 2: Gather sales data for a defined period
Accurate sales data is essential for fair commission payouts. Collect and organize sales data for a specific period—monthly, quarterly, or annually. Use Compass to gain deeper insights into sales performance.
Keep in mind that commission payouts may vary based on company policies. Some companies delay commissions until they receive full payment from customers, which can result in a delay of several weeks. While this policy may seem unfair to sales reps, it helps businesses manage cash flow, especially when dealing with high-value transactions.
Step 3: Calculate gross sales
Once the sales data is collected, calculate the total gross sales for the given period. Categorize sales by product or service type, and factor in any adjustments, such as returns or refunds, to ensure accuracy. Understanding these figures helps in determining the correct commission payout.
Step 4: Determine the base commission rate while considering additional factors
Multiply the total sales figure by the designated commission rate to determine the base commission. If using a tiered commission structure, adjust payouts based on performance thresholds. Consider factors like quota-based incentives, performance bonuses, and deductions (such as chargebacks) to ensure a fair and balanced commission plan.
Step 5: Calculate the final commission payout
In the final step, sum up all adjustments, bonuses, and deductions to determine the exact commission payout. Ensure transparency by clearly communicating the commission breakdown with sales reps and addressing any concerns they may have.
Why use Compass for manufacturing sales commission management?

Si es usted fabricante y desea:
- agilizar la gestión de las comisiones,
- ahorrar tiempo y recursos
- a la vez que motiva a su fuerza de ventas,
Then Compass is the right partner. It can enable:
- Automated commission tracking & payouts – No manual calculations or spreadsheets.
- Real-time integration with CRMs and ERPs – Seamlessly pulls sales data from existing tools.
- Customizable commission structures – Supports fixed, tiered, quota-based, and profit-sharing models.
- Transparent earnings dashboard – Reps can track their commissions in real time.
- Error-free calculations – Eliminates disputes and ensures timely, fair payouts.
Consider Compass. Book a demo today! To know how Compass, a sales commission automation platform, can revolutionize your sales commission process.
Conclusión
Commission dynamics are pivotal in optimizing the manufacturer sales rep relationship and driving sales performance. The above guide will help you set up an appropriate manufacturer's sales rep commission rates and succeed. In this blog, we learned:
- A well-defined manufacturing sales commission plan improves sales performance and retention.
- Gathering and organizing sales data is crucial for fair commission calculations.
- Using Compass automates sales commission tracking, reducing errors and disputes.
- Considering quotas, bonuses, and chargebacks ensures a balanced compensation system.
- Clearly communicating commission structures and automating payouts boosts sales rep motivation and trust.
Preguntas frecuentes
What is the commission for manufacturing sales?
Manufacturing sales commissions typically range from 2% to 10%, depending on factors like industry, product complexity, and sales volume.
How much commission does a car salesman make on a $50,000 car?
Car sales commissions vary but generally range from 2% to 5%. On a $50,000 car, this would be $1,000 to $2,500, though some dealerships offer flat fees or bonuses instead.
How does a manufacturing company classify sales commissions?
Sales commissions in manufacturing are classified as a selling expense under operating expenses, since they are directly related to revenue generation rather than production.
Is sales commission a manufacturing overhead cost?
No, sales commission is not a manufacturing overhead cost. It is a selling expense, as it is not directly tied to production but rather to selling efforts.
How would a 5% sales commission paid to sales personnel be classified in a manufacturing company?
A 5% sales commission would be classified as a selling expense under the company's income statement, impacting the operating expenses rather than the cost of goods manufactured.