Tech: 4 sales commission templates

Discover and use 4 commissioned models dedicated to Tech directly in Excel and Google Sheet. Fully customizable, adapt these commissions models to your sales rep data.

To adapt them to your company and your sales team, simply enter the list of your sales reps, their performance and your commission rules and data.

Once this data has been entered in the commission plan(s) of your choice, the spreadsheets automatically generate the commission amounts to be paid at the end of the period. Enter your own information in the pink cells. The white and green cells are calculated automatically after you have entered your information (do not modify these cells).

Find out how each of the 4 commissioned models works and the rules involved.

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1. Sales commission template: Generic Tech

This first template is a template devised by the expert teams at Qobra based on their knowledge of the market. In short, this template incorporates all the advice and elements discussed in this guide.

Commission formula: 

• MRR x Commission rate (10%) x Multiplier effect x Accelerator + Collective commission

Multiplier effect:

• 0-70% target achieved: x0.7
• 70-90% target achieved: x0.85
• 90-100% target achieved: x1
• 100-120% target achieved: x1.15
• +120% target achieved: x1.3

Accelerator: 

• 2-year contract (10%)
• 3-year contract (15%)
• Payment in 1 installment (10%)

Collective committee:

• Below the collective target (collective MRR x 0%)
• Above the collective target (collective MRR x 0.5%)

Objective: 

• Monthly

Payment: 

• Monthly

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2. Sales commission template: HR Tech

This second template is inspired by the commission model used by the Account Executives of a European HR unicorn. One of the special features of this plan is that it includes commission on onboarding fees charged to customers.

Commission formula: 

• ((Coefficient (minimum, neutral or out-performance) x Quarterly OTE) / Quarterly ARR Target)) x Monthly ARR + (Onboarding fee x Commission rate)

Objective: 

• Quarterly

Payment: 

• Monthly

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3. Sales commission template: Finance Tech

This third template is inspired by the commission model used by the Account Executives of a European scale-up in the finance sector, and more specifically, a scale-up specializing in payments. One of the special features of this plan is that it includes multiplier effects that encourage AEs to outdo themselves at the end of the quarter to earn higher commissions.

Commission formula: 

• Rate of achievement of quarterly target x OTE x Multiplier effect

Multiplier effect:

• 0-60% target achieved: x0.6
• 60-100% target achieved: x1
• 100-120% target achieved: x1.2
• +120% target achieved: x1.5

Objective:

• Quarterly

Payment: 

• Monthly

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4. Sales commission template: IT Tech

This fourth and final template is inspired by the commission model used by the Account Executives of a well-known European IT start-up. One of the distinctive features of this plan is that the target for AEs is annual, but they are paid monthly. The inclusion of multiplier effects means that AEs can potentially earn higher and higher commissions as the year progresses.

Commission formula: 

• Monthly ARR x Commission rate (8%) x Multiplier effect

Multiplier effect:

• 0-100% target achieved: x1
• 100-125% target achieved: x1.25
• 125-150% target achieved: x1.5
• 150-175% target achieved: x1.75
• +175% target achieved: x2

Objective: 

• Annual

Payment: 

• Monthly