The procedure for remuneration in the commercial department

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Creating a candidate application containing a full list of requirements for a potential employee will help simplify the search for suitable employees.

If the sales department is being formed from scratch, it is useful to combine the process of selecting specialists with the introduction of the management pyramid concept into their consciousness. This will allow you to build a clear hierarchy of relationships within the department and outline the vector of communication with the management team and other structural units of the company.

Let us recall the basic principles by which turkey business email list the management pyramid is created. Management is carried out at levels: top managers communicate with representatives of the middle management – ​​heads of departments and services. They convey to subordinates the goals set by the management, formulate tasks, distribute powers, organize the performance of official functions and control. Management "over the head" is not practiced, the commercial director should not directly interact with managers on work issues, bypassing the head of the department.


At the same time, employees always have the right to inform senior management about cases of abuse of power by their immediate superiors and other problems arising from insufficient mutual understanding between line personnel and managers.

Most companies practice a model of work in which the sales department is actively engaged in attracting buyers, who are then transferred to the client department. Now the main burden falls on these employees, but the manager who made the conversion continues to interact with this buyer.

The system of remuneration of all team members should be developed taking into account the contribution of each link in the multi-stage sales process. Employees who attract new clients are required to make more efforts, therefore, it is advisable to pay them a small percentage of the turnover of all buyers with whom they interacted at the first stage of the sales funnel.

This approach allows you to turn to salespeople for help with full justification when current problems with clients arise, and to assign them meetings and negotiations to resolve problems that arise during cooperation.

As a rule, the system of remuneration of sales managers is a combination of salary, percentage of simplified margin or simplified gross profit received after concluding deals with customers attracted by him during the reporting period. Bonuses for fulfilling the plan, as well as a percentage of purchases of customers with whom he worked at the first stage are added to this amount.


In modern conditions, commercial departments are forced to adhere to strict economy, to reduce organizational costs as much as possible in order to increase profits. The needs of the consumer and the desire for complete satisfaction are put first, as well as the focus on long-term cooperation with existing clients, since it is always cheaper than attracting new ones.