Sales Commission Calculator Template

When we had a 13 person sales team, it took me 3 hours every month to manually calculate commissions for our team. It was a total pain. That was until I designed a sales commission calculator template. 

There are two important questions to consider before calculating sales commissions.

1. What is the right compensation plan to incentivize your B2B SaaS sales reps to accomplish your business goals?
2. How do you calculate sales commission (in excel or a software tool)? 
   

I’ll walk you through both questions in great detail. Simply, add this template to your cart and checkout to instantly download the excel spreadsheet.

It will save you from the mind numbing task of running commission every month. But more importantly, my hope is that it helps you design your sales comp plans to motivate your reps and achieve higher levels of performance. 

When you add this template to your cart and checkout, you will instantly receive a link to an excel spreadsheet. The worksheet includes the following tabs:

• Instructions: instructions on how to use this template most effectively.
• Sales Comp Plan Development Exercise: a series of questions to answer (with example responses) to design a comp plan that achieves your business goals.

• Sales Comp Plan Template: a template to populate the key terms of your sales comp plan that you will use to calculate sales commissions.
• Actual Cumulative Sales Performance Template: a template to track the cumulative performance of your sales team month to month.
• Sales Commission Calculator Template: a template to drop in the deals your team closed-won for the month and have commissions automatically calculated. This accommodates the use of accelerators, SPIFFs, clawbacks and special situations.

I have personally experienced poorly designed comp plans. In some cases, they were de-motivating and didn't drive the right behavior. In other cases, I was getting paid way more money than the value I was giving back to the company. Sometimes it was great for me. Other times, it was very bad. In both cases, the company was burning cash to drive the wrong behavior and not getting enough in return for their investment.

Now, multiply that mistake times 20 sales reps across our team. It was a big waste. This happens all the time at companies.

Here's how you can adapt this framework to get it right for your business: 

1. Review all tabs in the spreadsheet first. It's always good to familiarize yourself with the content before you really dig in. 
2. Complete the Sales Comp Plan Development Exercise. This will guide you through a series of questions for designing your comp plan. 
3. Get feedback from your team on an initial comp plan. Then finalize once you achieve internal buy-in. 
4. Add your sales reps to all spreadsheets and enter in the details of your sales commission plan. 
5. After every month, export your deal data and drop it into a new "Sales Commission Calculator - Month #" template. 
6. Then copy the formulas to the right in the "Actual Cumulative Sales Performance" template. 

Once you complete these steps, the commission payout will calculate itself. It's magical. 

Immediately download this template and customize it for your team.

Click “Add to Cart” on the right and checkout. You will receive a link to a Google Sheet that you can copy and make your own.

If you run a go-to-market team at a B2B SaaS company, use these templates too:

• Sales Hiring Assessment Template
• Sales Rep Onboarding Plan Template
• Annual Performance Review Template
• VP of Sales and Marketing Template Bundles