Sales compensation design
Design a pay plan for your sellers and check what it costs before you announce it.
See it in use
A three-minute walkthrough. Alex, a first-time sales manager, fills in the Compensation Plan Map on a real situation with the team, then we see what changes a week later.
The story and the numbers are fictional training examples. Images and voices are AI-generated. Watch on YouTube
Bonuses reward the wrong behavior, such as discounts or weak deals
Use it when: Your pay plan is leading to behavior you did not intend.
Who it fits
Your bonus has started to reward the wrong things, and you still sell yourself. Discounts instead of work on price. Deals pushed into next month. Pay for deals the customer later returned.
The time to open it is before you announce a new plan or change the current one. The model puts two or three options side by side and shows what each one costs and what it rewards.
The kit is a financial model. It gives no legal or tax advice. Whether pay can be withheld, and how it is taxed, depends on your country and your contracts, so a lawyer and an accountant should see the plan before you approve it. If your sellers are on a flat salary and no variable pay is planned, skip it.
How to use it in the first week
In a first sitting, say on Monday, open the Compensation model and look at the filled example sheet. Then read chapter 1 of the workbook: four misalignments and the component that pays for each.
On Tuesday, write down three behaviors you saw in the last week of the month. If you already have a plan, it goes into the model as scenario 1. Chapter 7 shows how.
Later in the week, Thursday for example, add a second scenario and fill in the Plan map: the settings, the two scenarios compared, and the one you choose, with the reason. Sellers appear there by code. Their names stay with you.
Show the filled map to whoever approves pay with you, then carry the choice into the Compensation policy draft. The cutoffs in the model are only starting values. Set your own.
Look inside
REAL PAGES, ENGLISH EDITION
What you download
EXACT PACKAGE LIST| File | Format |
|---|---|
| Start here Which file to open first. | PDF · 2 p |
| Workbook How to design the plan, step by step. | PDF · 19 p |
| Plan map One page that shows how pay connects to behavior. | PDF · 3 p |
| Plan map, fillable The same page to fill in on screen. | PDF · 3 p |
| Plan map, filled example A finished page, to see the level of detail. | PDF · 2 p |
| Compensation model A spreadsheet to compare options and cost. | XLSX |
| Compensation policy draft An editable draft to adapt and share. | DOCX |
Questions
How do I get the files?
Right after payment we email you a personal download link. The files also stay under My materials in your headofsales.me account.
Can I get a refund?
Yes, if your files were not delivered, if you were charged twice, or if a file is broken and we cannot replace it. Ask within 7 days of payment. Refund policy