Sales Commissions and Bonuses

In this course you are going to learn about sales commissions, how it is calculated and why it is important. At the end of the course you will be able to calculate commissions with CRM data, for various commission systems.

First we will start with the basics of sales commissions, which will include the terminology that will be really useful to understand the concept and to understand the following sections.

Then we will focus on the components and dependencies of commission calculations such as quotas, on target incentives, on targets earnings, ramps, capped amounts etc.

Finally we will make commission calculations with a CRM data. First we will be familiar with the CRM data and create summary tables for achievement measurements of sales teams. Then we will have 5 different scenarios that will show various commission plans, and we will be working on the calculations of these scenarios. These scenarios will contain calculations for sales development representatives, account executives, with scenarios where the bonus is capped, or some employees will be in ramping phase, or even an odd commission calculation where there are achievement grades that will change the percentage of the commission calculation.

At the end of the course you will be able to calculate any given commission plans, by using the given examples and by being creative and adding up on these examples.