Most sales people can easily find out from their company how
much commission they have made to date. Just take the booked, shipped, or
invoiced number (or whatever term defines success in your environment) and
apply it to your commission plan to work out where you are. Simple. Now, should
you want to see where you’ll end up at the end of the quarter, however, that’s
a different story. Do you think it’s important to know where you’re going to
end up?
The sooner you know
that there is going to be a shortfall in your goals, the more time you have to make up the
difference. If you know at the beginning of the quarter that you have a
projected shortfall, then you have time to do something about it. Hoping that
everything will work out is just not good enough. If you are in fact able to achieve such a difficult goal, then it is important to show your team appreciation for the work they put in. This can be in the form of a celebration, recognition, or prize incentive like Amazon email gift cards. Regardless, it creates an atmosphere where people are willing and ready to work hard in the face of adversity, and your team will be much more reliable in the long run.
