The sales commission dashboard is fast becoming the most popular way to track and analyse sales. The benefits this little tool can bring to your business far outweigh the time it takes to implement. More importantly, when using a sales dashboard, teams report better workflow and a more knowledgeable approach to sales.

Will it work for you? The following are the most impactful benefits that come with using a sales commission dashboard.

On the spot analysis

Analysis is a great way to move your sales strategy forward. It is essential to a good business plan. Whether you are a team leader or a CEO, you will come to rely on it when decision-making. But analysis usually takes time, creating a gap in the flow between the data and your company’s reaction. This gap costs you profit: sales dip and your commission staff drag their feet. A sales commission dashboard solves this problem. Because it offers real-time analysis of commission, sales and staff performance, your company’s reaction to changing sales will be lightning-fast and the best it’s ever been.

Comprehensive management

Performance management is key to a sales company running on commission. Sales data can vary wildly between staff, with down-turns quickly snowballing. Therefore, it is key that you keep tabs on how your sales team is performing. The sales commission dashboard is an excellent way to compare the sales contributions of individual staff. It allows you to react quickly to a dip in sales performance and buoys up your sales data. More than this, it allows you to respond to high sales performances quickly, which is encouraging for sales teams. This results in a virtuous circle of positive competition, and better sales.

Optimising your forecasting data

Forecasting is ever-present in every sales meeting. The sales commission dashboard is an easy way to sift data, move analysis forward, and present a persuasive set of forecasts to the team. It is necessary in providing an easy guide to future sales techniques, and in setting meaningful goals for your team.

Every sales team has the same general goal – sell more.

Consistent monitoring of sales performance is the simplest way of checking that you’re on track to achieving constant positive performance. But it is important to note that setting the right goals will empower your team, keep the budget on track, and grow your profits. While setting the wrong goals can quickly derail necessary progress.

So how can you set sales goals the right way? What kind of benefits can you expect? Let’s take a look at how to set goals that will truly grow your business.

Break down your sales goals

Bigger goals can always be broken down into smaller tasks. This makes it easier to stay on target. First, calculate your annual or monthly sales goal. Use this amount to work backwards, to create smaller targets for each week. Seasonal differences and other predictable fluctuations should be taken into account. This includes the time it takes to train a new employee, or a reasonable amount of time to “ramp up” to new targets to maintain productivity and motivation.

Working backwards from your target also helps you look at what activities are involved to reach your goals. For example, if on average you need to speak to 10 leads for each sale, that determines both a skill benchmark (converting 1 out of 10 calls) and a booking benchmark (at least 10 a day to make 1 sale).

Set sales goals the SMART way

You’ve probably heard of SMART goals, but are you implementing them? This popular acronym stands for Specific, Measurable, Achievable, Realistic, and Timely. When you’re determining how to set sales goals, SMART is an essential strategy to implement. SMART goals, especially when staff are able to see how they tie directly into their commission, make a team easier to manage.

You should be cognizant of common mistakes when setting sales goals too. Being clear on the targets and tasks required will set your sales team and business, up for success.

To help you reach your goals, Commissionly’s straightforward solution to commissions makes it easy to manage and motivate your sales force. Learn more about how you could use Commissionly to reduce the time spent managing your team, increase productivity, and spot key insights to strategically plan for your future.

It happens to everyone at some point, no matter how you create sales goals, there is a period when sales performance drops. When this happens, there can be a loss of morale, which can further hamper efforts to recover performance and return to winning ways. In the long term, this can seriously affect the business’ profitability.

So, how can you help a team (member) recover from a sales performance slump? Here are some solutions.

1. Understand why the sales performance slump happened

The first thing that you need to do is understand why there has been a sales performance drop. It could be due to frequent illnesses recently or taking a holiday, or something that is related to industry performance. Sales commission software should be able to identify trends and/or changes in sales performance.

Other factors may be the addition of a new sales process and staff have struggled to close prospective clients. This is often the case when new processes are implemented, as staff take time to align their work behaviour to the new processes.

2. Resolve issues

Once you’ve found the reasons for the sales slump you can take action to resolve the issue. If, for instance, you’ve noticed that a staff member has taken a lot of time off because of illness, then you can look for ways to assist them in getting them back to work.

Or, if there is a problem with a new sales process that is hindering the close of sales, you can look at ways to improve said sales process.

3. Create sales goals to inspire people to improve

The next step is to inspire your staff when you create sales goals for the next sales period. You should always create sales goals that slightly increase the performance from the bad sales period. For instance, if they sold only once in that period, then increase it to two in the next period.

It is important that you don’t increase your expectations too much. This can be a stressor for staff and could continue the trend of poor results. Instead, smaller, sustainable (but higher) sales goal can result in happier staff who will perform better.

So when a team, or just one person, suffers from a sales performance drop, you need to act to ensure that they recover. This is done through careful management, analysis and taking time to create sales goals that will help teams grow in confidence to recover.

Commissionly is a leading sales commission software service that can assist you. If you want to find out more information about how we can help you to reward your staff, contact us now.

An effective salesforce requires staff to be working at their optimum capacity. A team that is not always reaching sales performance goals, is likely due to increased stress levels. Recent research has shown that about 28% of staff are leaving their roles in the sales team every year. Just under half of those people are leaving due to stress.

Stress has a significant part to play in how productive we are. And some experts have suggested that introducing better stress management will allow companies to achieve increased sales. So, how exactly does stress impact productivity?

Demotivated

When sales staff are stressed, they are less eager to meet targets and less likely to achieve the sales performance goals that have been discussed or set for them. This is for both individual and team targets. Obviously, the knock-on effect is not only on the team but the business as well.

Less resilient

Those suffering from stress are also likely to have lower levels of resilience. What this means is, when they are met with a ‘no’ from a prospective client or even an employer, they will not be likely to be persistent in pursuing that client in order to close a deal.

Lowered communication skills

Those who are under stress are harder to communicate with. They may appear unapproachable and may be unwilling to reach out to contacts inside the office. Good communication skills are an important part of selling and so lacking in this area, due to stress, is a big deal and can completely undermine the efforts of the salesperson to meet their sales performance goals.

How to reduce stress in the sales environment

It is important to note that some levels of stress are useful. However, there needs to be a level of control over the impact of stressors. If staff feel too pressured, they’re going to struggle, and this will lessen their performance – not enhance it. This may require, finding ways to ensure that staff can have opportunities to de-stress.

It isn’t helpful that most sales staff work longer, more unsociable hours. However, there are great ways to encourage activities within the office that can help staff to unwind. For instance, have a games room or a corner where staff can do light exercises or engage in social games like darts, pool or table tennis. Those who exercise are often found to have lower levels of stress and higher levels of productivity. Increased productivity will only benefit the organisation.

If you want to increase sales in your business, consider booking a demo with Commissionly. We offer some of the best software to help your staff meet sales performance goals and help managers keep track of bonus payments.

When you sit down to develop your staff bonus structures, you often think about how you can create sales goals. However, it isn’t just sales commission that is important for the performance of your staff. There are other bonuses that you can give to help motivate and grow your business.

Offering rewards for responsibilities, other than sales, makes team members think more about their work. They will endeavour to improve their behaviour and perform at a higher standard.

Your compensation software can reward bonuses in the following areas.

Training bonus

Knowledge is power and you can easily add in a training bonus to your compensation software. Staff enjoy the process of learning new skills and research has found that by offering educational opportunities to your staff, you can improve loyalty to your organisation.

Rewards can be given for successfully completing courses as well as an additional bonus for getting a high score in the course. The bonus can be manually added to their monthly pay by a manager.

Customer service award

Attracting a customer and making a sale is one thing, but the next step is to make sure that their expectations are exceeded. Customers who are happy will remain loyal to your business and buy from you time and time again. This makes them a more valuable customer.

If your customers rate your services highly, then your sales team have obviously set the expectations at the right level and should be rewarded. This can be done on a recurring commission basis, or it could be done via a special one-off payment.

Time served bonus

Too many employees are leaving organisations after short periods of employment, sometimes within a year. There’s a high cost to bringing in new employees and could also impact your organisation’s potential sales.

One way to encourage staff to remain with your company is to offer a bonus for time served in your organisation. Good milestones to consider rewarding include one year, two years, three years, five years or even ten years.

Keep in mind that bonuses don’t have to be kept for commissions only. Rewarding staff for a variety of responsibilities can improve morale throughout the organisation and lead to better performance when it comes to sales. Other bonuses can also help increase employee retention which will lower staffing costs and likely increase profits.

Large sales companies spend a lot of time each month calculating their commissions manually. Small businesses are not exempt from this laborious and inefficient task, as the manual computation of commissions is subject to errors and low levels of transparency.

Commission management software is an essential component of sales planning that makes the process of tracking commissions less complicated. Sales managers will, therefore, spend less time disbursing commission to their sales representatives.

Below are some advantages of the commission management software.

Boosting employee performance

Managing commissions using commission management software can have a direct motivation on the sales of the team. The software allows each person access to monitor their earned commission, from their devices at any time.

An efficient commission management system indicates all deals that have been closed, making the commission calculation process transparent. This will be a motivating factor to sales team members to improve sales, in order to earn more than previously earned.

Enhancing the accuracy of commission payments

Inaccuracies generated by outdated methods of calculating commission and compensation are a primary cause of financial losses in companies.

The use of accurate software ensures real-time access to data. This increases the efficiency and accuracy in the process of calculating and paying out commissions. Companies that have employed this software are more likely to pay commissions within two weeks from a sale being made.

Saving time with automation

Automation of the sales representative payrolls, including their commissions, saves the sales manager the headache of manual calculation. The staff can also freely focus on making more sales without having to, regularly calculate their commissions. The automation will save time, which will be of great advantage to the organisation as the number of sales per representative increases .

The payment of commissions causes fluctuations in the monthly wage payments. This makes an efficient management system, to ensure the cash flow is kept constant, a crucial requirement. An accurate and easy-to-use commission management software will ensure this process is smooth and automated, minimising errors and ensuring the sales representatives are paid timeously.

For more insights, such as the steps of establishing a successful sales compensation strategy, feel free to browse through our website.

It’s tempting to push your sales team to the limit, with attractive commission structures. If your employees are money-driven, they will undoubtedly work relentlessly towards the target. Yet you must be careful of burnout.

Nobody can give 120% 24/7. If they do they will likely achieve some impressive results at the start but before long, they will burn out and may even need time off.

So how can you set goals which challenge your sales team without over-working them?

Form practical plans

If you’re wondering how to set sales goals, the first step is checking that targets are realistically achievable during working hours. By signing off on sales goals that you know require more time than the employee has in a day, means you’re agreeing to let them work overtime and potentially run into trouble later.

Encourage time out

If a manager encourages their team to take time out, they will feel it’s ok to have other commitments in life. If an employee always sees a manager working late, they will believe that’s what’s expected of them too.

If you see someone in the office or online after working hours, make sure they know that they should leave work to office hours unless it’s a rare, once-off.

Reward your team

This also shows your sales team that working life isn’t all about sales targets and working all day, every hour under the sun.

Organising regular activities or nights out shows your team you recognise their hard work and it’s time to let loose and do something different.

Make use of your sales commission software

With easy-to-use, well-priced sales commission software, you can monitor targets constantly with individual employees. Ask their opinion on how they feel the month is going. If they are worried about their sales targets then work out a plan together to tackle this.

To find out more about how sales commission software can benefit your sales team, get in touch with Commissionly.

Some businesses don’t offer their employees individual sales-based targets. Instead, they create sales goals based on a team’s performance. When the team reaches the goal, they all get rewarded. But if the team fails, no-one gets any compensation.

There are some advantages and disadvantages to this strategy. What are these and can you benefit from that strategy? Or should you stick to creating sales goals based on the individual’s performance?

Teams can work better together

When you set team goals, you are building a working culture which is more integrated. This allows your team to work off each other’s strengths and weaknesses more naturally. It also improves your team’s level of engagement and general morale. Businesses that employ this strategy notice that it can improve productivity.

Team goals also allow for larger rewards that salespeople can work towards. This can result in a bigger sense of accomplishment when goals have been achieved. Plus, team members will find that achieving those goals means more to them.

Added to this, goals for a team creates more flexibility as there are more paths to success. Staff aren’t micromanaged and so can choose who completes what parts of the sales process, based on their expertise, strengths and other aspects. The more paths there are to succeed, the higher the chance the team will do well, which gives an overall morale boost.

Team goals have the potential to reduce sales success

There are some aspects of a team-based sales goal that aren’t positive.

There is the possibility that at times some team members may not pull their weight and others could feel that their hard work is benefiting those who are less conscientious. This can cause friction within the team and conflict might arise. And if one person isn’t contributing to the team, it poses the possibility of reduced success.

Compensation management can be a challenge, especially when you have new members of staff starting, or staff leaving the organisation. Or, you could have issues if a team member has been ill or on holiday during the target period. If they contributed to just part of the month do they get the full reward or part of the reward? It can be hard to know how much of their participation has contributed to the success of the team. After all, not all contributions are accurate.

Also, setting individual goals, rather than team goals, gives the team members no excuses and greater accountability for their own performance. Due to the fact that it creates a competitive environment that can push staff productivity which can reach higher sales goals.

So while some businesses create sales goals based on team performance, it is not a strategy that ensures success for all businesses. In fact, most businesses will probably find that individually set sales goals would be better, with some form of additional minor team goals.