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Pernahkah anda terfikir mengapa sesetengah syarikat mempunyai pasukan jualan dan rakan kongsi saluran yang sentiasa bersemangat, mencapai sasaran bulan demi bulan? Rahsianya terletak pada pelan komisen yang direka dengan baik. Ia seperti bahan api roket untuk tenaga jualan anda, memacu prestasi dan memastikan rakan kongsi terlibat.
Pelan komisen yang tersusun dengan baik ialah alat yang berkuasa untuk memacu prestasi dan memastikan semua orang terlibat. Dalam blog ini, kami menyelami pelbagai contoh pelan komisen jualan untuk pasukan jualan dan rakan kongsi saluran, menunjukkan bagaimana rancangan ini boleh menjadi senjata rahsia anda untuk berjaya.
Mengapa rancangan komisen sangat penting?
A commission plan is a structured system where employees or partners earn additional compensation based on their performance, typically linked to sales or revenue goals. These plans align individual and organizational objectives, encouraging sales reps and partners to strive for higher achievements.
Effective commission plans contribute to:
- Higher motivation and performance: Sales reps and partners work harder when their earnings directly reflect their results.
- Talent attraction and retention: Competitive commission plans attract top performers and help retain them.
- Stronger business growth: Companies that effectively implement commission structures report significantly higher sales performance.
Companies with strong commission plans report up to 44% higher sales performance than those without. Plus, these plans help attract top talent who are confident in their ability to perform and earn rewards.
Peranan pelan komisen dalam motivasi jualan
Pelan komisen bukan hanya mengenai wang; mereka tentang motivasi dan semangat. Pasukan jualan dengan struktur komisen yang jelas dan boleh dicapai selalunya mengalami kepuasan kerja yang lebih baik dan kadar pusing ganti yang lebih rendah. Rakan kongsi yang melihat ganjaran ketara atas usaha mereka berkemungkinan besar untuk kekal setia dan terus berusaha untuk mencapai kejayaan.
Dengan pemahaman yang jelas tentang rancangan komisen dan mengapa ia penting, mari kita selami elemen utama yang membentuk pelan komisen yang berkesan.
Elemen utama pelan komisen
Berikut ialah elemen utama pelan komisen:
1. Gaji pokok vs Komisen
Keseimbangan antara gaji pokok dan komisen adalah penting. Gaji asas menyediakan kestabilan kewangan, manakala komisen memacu prestasi.
2. Struktur komisen
Terdapat pelbagai jenis struktur komisen, masing-masing sesuai dengan model dan matlamat perniagaan yang berbeza:
- Fixed commission: A straightforward approach where a fixed percentage is paid on every sale. For instance, a 5% commission on all sales.
- Tiered commission: This structure increases the commission rate as sales volume or targets are met. For example, 5% for the first $50,000 in sales, 7% for the next $50,000, and 10% for any amount beyond that.
- Revenue-based commission: Here, the commission is tied to the total revenue generated. This method is particularly effective for high-value sales environments.
- Profit-based commission: In this structure, commissions are based on the profit margin rather than total sales, encouraging sales reps to focus on high-margin products.
3. Insentif dan bonus
Beyond regular commissions, additional sales incentives and bonuses can further boost motivation. These might include:
- Performance bonuses: Extra payouts for exceeding targets or achieving certain milestones.
- Spiffs: Short-term incentives to push specific products or services.
- Non-monetary rewards: Things like trips, gadgets, or recognition awards can also be powerful motivators.
Dengan memahami elemen penting ini, anda boleh membuat pelan komisen yang bukan sahaja memotivasikan pasukan anda tetapi juga selaras dengan matlamat perniagaan anda.
Contoh pelan komisen jualan
Sales commission plans are vital in motivating and rewarding sales teams for their contributions to a company’s revenue growth. These plans can be tailored to suit various business models, sales strategies, and industry requirements.
Here are different sales commission structures with practical examples illustrating how businesses can effectively implement them.
1. Straight commission plan
In a straight commission plan, salespeople earn a commission based solely on their sales, with no fixed salary. This structure is common in industries where high performance is rewarded aggressively.
$500,000 × 5% = $25,000 commission
This structure highly motivates agents to close deals, as their income is directly tied to performance.
2. Base salary plus commission plan
This plan provides a fixed salary with an additional commission based on sales performance, balancing stability with motivation.
Base salary: $50,000 per year
Commission: 5% on all sales above $200,000 annually
If a salesperson generates $300,000 in sales, their commission is:
-($300,000 - $200,000) × 5% = $5,000
-Total earnings = $50,000 + $5,000 = $55,000
This approach ensures financial security while encouraging sales growth.
3. Tiered commission plan
Tiered commission plans offer increasing commission rates as salespeople achieve higher targets, driving them to exceed expectations.
- 5% commission on sales up to $500,000
- 7% commission on sales between $500,001 - $1,000,000
- 10% commission on sales exceeding $1,000,000
If a salesperson sells $1,200,000 worth of equipment:
- First $500,000 × 5% = $25,000
- Next $500,000 × 7% = $35,000
- Remaining $200,000 × 10% = $20,000
- Total Commission: $80,000
This plan pushes salespeople to aim for higher revenue brackets.
4. Revenue-based commission plan
In this model, salespeople earn a percentage of the total revenue they generate, aligning their goals with the company’s profitability.
10% commission on total ad sales revenue
For an ad campaign that generates $250,000 in revenue:
$250,000 × 10% = $25,000 commission
This ensures the sales team focuses on high-value deals.
5. Profit-based commission plan
Profit-based plans reward salespeople based on profit margins rather than revenue, promoting smart pricing and discount management.
- 5% commission on the profit margin of each sale
If a salesperson sells a machine for $100,000 with a profit margin of $20,000:
- $20,000 × 5% = $1,000 commission
This motivates salespeople to prioritize profitable deals.
6. Performance-based commission plan
Performance-based plans reward salespeople for achieving specific goals beyond just revenue, such as new customer acquisition or customer retention.
- Base commission: 4% on all sales
- Performance bonus: Additional 3% for acquiring more than 10 new customers in a quarter
If a salesperson sells $300,000 and acquires 12 new customers:
- $300,000 × (4% + 3%) = $21,000 commission
This ensures sales efforts align with broader business objectives.
7. Pelan komisen pukal wilayah
This plan rewards salespeople based on the total sales volume within their assigned region.
- 2% commission on sales up to $1,000,000
- 4% commission on sales exceeding $1,000,000
If a salesperson generates $1,500,000 in their territory:
- First $1,000,000 × 2% = $20,000
- Remaining $500,000 × 4% = $20,000
- Total Commission: $40,000
This encourages regional market expansion.
8. Draw against commission plan
This plan provides an advance on future commissions, offering financial security while allowing salespeople to earn commissions beyond their draw amount.
- Monthly draw: $3,000
- Commission: 7% on all sales
If a salesperson generates $100,000 in sales for the month:
- $100,000 × 7% = $7,000
- Since the draw was $3,000, the final payout = $7,000 - $3,000 = $4,000 additional earnings
This structure ensures salespeople maintain steady income while aiming for higher commissions.
Contoh rancangan suruhanjaya rakan kongsi saluran
Channel partner commission plans play a crucial role in motivating and rewarding partners who help drive sales and expand market reach. These plans can vary widely depending on the industry, product, and strategic goals of a company. Here are common channel partner commission plan examples to provide a comprehensive understanding of how businesses can structure these incentives.
1. Pelan komisen berperingkat
Pelan komisen berperingkat memberi ganjaran kepada rakan kongsi berdasarkan jumlah jualan yang mereka capai. Sebagai contoh, syarikat teknologi mungkin menawarkan struktur berikut:
Tier 2: 7% commission on sales between $50,001 and $100,000.
Tier 3: 10% commission on sales exceeding $100,000.
Ini memberi insentif kepada rakan kongsi untuk menjual lebih banyak, kerana volum jualan yang lebih tinggi membawa kepada kadar komisen yang lebih tinggi.
2. Pelan komisen berasaskan prestasi
Performance-based commission plans are tailored to reward partners who meet or exceed specific targets or metrics. A SaaS company might set goals for new customer acquisition or annual recurring revenue (ARR).
- New customer acquisition: 8% commission for acquiring up to 20 new customers and 12% for more than 20 new customers.
- ARR milestones: 6% commission on ARR up to $500,000, and 9% commission on ARR exceeding $500,000.
Struktur ini menggalakkan rakan kongsi untuk memberi tumpuan kepada pertumbuhan yang berkualiti dan jangka panjang.
3. Rancangan perkongsian hasil
Revenue-sharing plans involve sharing a percentage of the revenue generated from sales with the channel partners.
Partners receive 20% of the revenue generated from the campaigns they bring in.
If the partner's efforts lead to additional business with the same client, they might receive an additional 5% on those sales.
Pelan ini menyelaraskan kepentingan syarikat dan rakan kongsinya, memupuk pendekatan kolaboratif.
4. Pelan komisen khusus produk
In industries with a diverse product range, companies might offer different commission rates for different products.
- High-margin products (e.g., flagship smartphones): 10% commission.
- Mid-range products (e.g., accessories): 7% commission.
-Low-margin products (e.g., entry-level gadgets): 5% commission.
Ini menggalakkan rakan kongsi untuk menumpukan pada penjualan item margin tinggi, memberi manfaat kepada rakan kongsi dan syarikat.
5. Program Spiff
Spiff programs offer short-term incentives or bonuses for achieving specific sales targets.
- Bonus for selling 50 units of a specific product: $200.
- Additional bonus for exceeding 100 units: $500.
Insentif sementara ini meningkatkan jualan semasa tempoh kritikal.
6. Pelan komisen hibrid
A hybrid commission plan combines elements from different commission structures to suit complex sales environments.
- Base commission: 5% on all sales.
-Tiered bonus: Additional 3% for sales exceeding $100,000 in a quarter.
- Performance bonus: Extra 2% for meeting customer satisfaction targets.
Ini menyediakan pendekatan yang seimbang, memberi ganjaran kepada jumlah jualan dan kepuasan pelanggan.
Pelan komisen rakan kongsi saluran ialah alat penting untuk memotivasikan rakan kongsi dan menyelaraskan usaha mereka dengan matlamat strategik syarikat. Dengan memilih struktur yang betul, perniagaan boleh memberi insentif kepada prestasi, memacu pertumbuhan jualan dan membina hubungan yang kukuh dan berkekalan dengan rakan kongsi saluran mereka.
Bagaimana Compass mengautomasikan pengurusan komisen untuk memaksimumkan prestasi jualan
Compass, a sales commission automation platform, helps businesses run effective sales compensation programs by automating and simplifying the management of incentive programs and compensation calculations. This automation drives top-line revenue by ensuring sales teams are motivated and compensated accurately and efficiently. Here’s how Compass can help streamline your sales compensation:
- Automation of incentive calculations: Compass automates the complex process of calculating sales commissions, ensuring accuracy and eliminating errors associated with manual calculations.
- Real-time visibility: Sales teams have real-time access to their earnings and performance metrics, which enhances transparency and motivation.
- Customization of compensation plans: The platform supports various compensation structures, making it flexible to cater to different sales roles and business needs.
- Integration with CRM Systems: Compass integrates with existing CRM systems, allowing for seamless data flow and reducing administrative overhead.
- Performance analytics: The platform provides detailed analytics on sales performance, which helps users make informed decisions to optimize their sales strategies.
- Scalability: Compass can scale with your business, supporting everything from small sales teams to large enterprises.
By leveraging Compass for sales compensation management, companies can ensure that their sales teams are focused on driving sales and achieving business goals rather than being bogged down by the intricacies of commission calculations.
Ready to simplify your sales compensation process and motivate your team like never before? Book a demo with our sales compensation experts to learn more and optimize your sales incentive programs today!
Let’s see how a German luxury auto brand boosts sales with Compass commission management:
A prestigious German luxury auto brand faced challenges in maintaining a competitive edge in the highly saturated luxury automotive market. Their primary goal was to enhance their top-line sales and improve the efficiency and motivation of their sales team.
Angka jualan jenama kereta mewah itu tidak berubah, dan pasukan jualannya bergelut dengan penglibatan yang rendah. Cabaran utama ialah insentif jualan yang lapuk dan kekurangan komunikasi yang telus mengenai metrik prestasi dan pampasan. Ini membawa kepada penurunan motivasi di kalangan wakil jualan, secara langsung memberi kesan kepada prestasi jualan mereka dan, seterusnya, pertumbuhan hasil keseluruhan syarikat.
Penyelesaian
Untuk menangani cabaran ini, jenama itu bekerjasama dengan Compass untuk melaksanakan strategi peningkatan jualan yang komprehensif yang termasuk:
- Perisian pengurusan komisen jualan : Pengenalan Compass perisian pengurusan komisen jualan untuk mengautomasikan pengiraan komisen dan menyelaraskan proses pembayaran.
- Teknik gamifikasi jualan : Pelaksanaan gamifikasi jualan untuk meningkatkan penglibatan dan persaingan pasukan jualan.
- Analitis jualan masa nyata : Penyepaduan alatan analitik lanjutan yang memberikan cerapan masa nyata tentang arah aliran jualan dan metrik prestasi individu.
Keputusan
Hanya dalam tempoh 90 hari selepas melaksanakan program insentif jualan baharu melalui Compass , jenama kereta mewah Jerman menyaksikan peningkatan ketara dalam beberapa petunjuk prestasi utama:
- Jualan teratas meningkat sebanyak 11%, berpunca secara langsung oleh peningkatan aktiviti jualan dan kadar penutupan yang lebih tinggi dalam kalangan pasukan jualan.
- Penglibatan pasukan jualan melonjak, dengan peningkatan ketara dalam penyertaan aktif wakil jualan dalam mengejar sasaran jualan yang lebih tinggi.
- Ketepatan pembayaran mencapai 96.2%, memastikan wakil jualan diberi pampasan dengan betul dan segera, meningkatkan semangat dan kepercayaan dalam sistem.
Kesimpulan
Pelan komisen yang tersusun dengan baik adalah penting. Mereka bukan sahaja memotivasikan pasukan jualan dan rakan kongsi tetapi juga menyelaraskan usaha mereka dengan matlamat strategik syarikat. Dengan memahami pelbagai jenis pelan komisen dan menggabungkan amalan terbaik, perniagaan boleh mencipta insentif berkesan yang memacu prestasi dan pertumbuhan.
Whether you opt for a flat commission, tiered structure, or performance-based rewards, the key is to design a plan that is clear, fair, and aligned with your business objectives.
Companies like Salesforce, Cisco, HubSpot, Microsoft, and Dell highlight how tailored commission plans can lead to significant improvements in sales performance and partner engagement.
Semasa anda mempertimbangkan untuk melaksanakan atau merombak pelan komisen anda, ingatlah untuk berkomunikasi secara telus, menyemak dengan kerap dan memanfaatkan teknologi untuk mengurus dan menjejak prestasi. Dengan berbuat demikian, anda boleh membuka potensi penuh rakan kongsi jualan dan saluran anda, memacu kejayaan dan mencapai matlamat perniagaan anda.
Soalan lazim
1. What is the difference between a sales commission plan and a channel partner commission plan?
Pelan komisen jualan direka untuk memberi insentif kepada pasukan jualan dalaman syarikat, manakala rancangan komisen rakan kongsi saluran memberi ganjaran kepada rakan kongsi luar untuk mempromosikan dan menjual produk atau perkhidmatan syarikat.
2. How can technology help in managing commission plans?
Commission management software like Compass can automate calculations, track performance in real-time, and provide clear reports. This reduces administrative burden, ensures accuracy, and enhances transparency.
3. What is an example of a sales commission plan?
- Base salary plus commission: A salesperson at a high-end retail outlet might receive a base salary in addition to 5% of their sales1. The standard salary-to-commission ratio is usually around 60:40, with 60% fixed and 40% variable.
- Straight commission plan: A sales representative at a B2B SaaS startup could earn a 15% commission on every sale, without any base salary1. For example, landing a $10,000 deal would earn them $1,500.
- Absolute commission plan: A salesperson might get a flat dollar commission for each new customer they acquire, regardless of the deal size1. For instance, $500 per new customer.
- Tiered commission plan: A sales representative might receive 5% commission on sales up to $50,000; 7% on sales between $50,000 and $100,000; and 10% on sales above $100,000.
- Territory volume commission plan: If a team of five generates $750,000 in sales within their territory at a 10% commission, they would split the money and receive $15,000 each.
4. What is an example of SDR comp plan?
- Inbound SDR comp plan: With a $65,000 OTE (Base: $39,000), commission rates can be structured as: $500 for lead response time less than 5 minutes, $250 for less than 10 minutes, and $0 for over 10 minutes. Furthermore, $150/opportunity for 5+ qualified opportunities and $250/opportunity for 9+ qualified opportunities, along with 1% of all closed-won revenue booked by the SDR.
- Outbound SDR commission plan: With a $65,000 OTE (Base: $32,500), commission rates can be structured as: $400 for 1000 meaningful touches, $200 for 750 meaningful touches, and $0 for less than 750 meaningful touches. Additionally, $100/opportunity for 6+ sales accepted meetings and $250/opportunity for 11+ sales accepted meetings, plus 2% of all closed-won revenue booked by the SDR.
5. What is the partner commission structure?
This typically refers to the arrangement where a company pays a partner (e.g., a reseller, affiliate, or distributor) a commission for bringing in new business or generating sales. The structure can vary, with options like flat fees, percentage-based commissions, tiered commissions (based on sales volume), or performance-based incentives.
6. What is a good commission percentage for sales?
A good commission percentage can vary by industry and the specific sales role. Generally, sales commissions range from 5% to 20% of the sale value. Higher percentages may apply for high-margin products or complex sales processes, while lower percentages are common in industries with low margins or for inside sales roles.
