A great Sales Incentive Plan is more than just a commission check - it’s the engine behind sales motivation, goal alignment, and revenue growth.
Whether you're scaling a startup or optimizing an enterprise sales team, this guide will walk you through how to build a high-performing sales incentive program that delivers results.
A sales incentive plan is a structured compensation model that rewards sales reps based on performance. Typically tied to revenue targets, deal volume, or activity metrics, these plans are designed to drive behaviors that lead to business growth.
At its core, an incentive plan for sales is about aligning compensation with outcomes - paying more when reps deliver more.
Effective sales incentive programs deliver:
Increased motivation and rep engagement
Alignment with company revenue goals
Faster deal cycles and higher close rates
Reduced turnover in high-performing teams
💡 Pro Tip: Incentives should be simple to understand, aligned with sales priorities, and directly influence reps' day-to-day decisions.
Your plan should be built around measurable KPIs like:
New revenue
Net retention
Number of closed deals
Pipeline value generated
Common sales commission plans include:
Flat-rate commission: e.g., 10% per deal
Tiered commission: more payout as rep exceeds quota
Accelerators: higher rate after hitting 100% quota
Quotas should be:
Attainable but challenging
Adjusted by territory or segment
Reviewed quarterly or annually
Boost motivation with additional incentives:
SPIFs for strategic products
Bonuses for quarterly top-performers
Incentives for new logos or upsells
Need help building your sales plan? Get our free Sales Incentive Plan Template →
| Role | Target KPI | Incentive Structure | Frequency |
|---|---|---|---|
| AE (Account Executive) | $600k New Revenue | 8% flat commission + 2% accelerator over quota | Monthly |
| SDR | 20 Qualified Leads/Month | $50 per lead + $500 bonus at 120% | Monthly |
| Sales Manager | Team Quota Attainment | 1% override on team revenue | Quarterly |
These sales incentive plan examples show how different roles can be incentivized to drive specific outcomes.
To go beyond commission-only, consider these sales incentive programs examples:
Leaderboard contests with cash or prizes
Team incentives when group targets are met
Non-cash rewards for hitting stretch goals
Quarterly president’s club with cash bonuses or experiences
Boost team motivation and morale with layered incentives. Talk to our compensation experts →
A Sales Incentive Plan doesn’t operate in a vacuum. It should integrate with your overall sales performance management system:
Track performance in real-time
Tie incentives to CRM data
Use software to automate commission calculations
Bentega makes managing your sales comp plan simple and scalable—no more spreadsheets, no more disputes. See how it works →
Avoid these pitfalls:
Too complex plans no one understands
Inconsistent payout cycles
Unrealistic quotas that demotivate
Lack of visibility into how reps are tracking
Keep it clear, aligned, and data-driven.
We recommend reviewing your plan quarterly or biannually, especially if:
The market changes
You shift ICPs or pricing
Your team grows or changes in structure
Bentega gives you real-time data to iterate your plan with confidence. Start a free trial →
A well-structured sales incentive plan does more than pay your team - it motivates them to exceed expectations, close better deals, and align with your company’s growth goals.
Whether you’re creating your first sales incentive or optimizing an existing one, the right structure makes all the difference.
📥 Want to simplify your commission management? Download our free template →
👋 Need expert help building your comp plan? Book a call with Bentega →
Bentega helps you design, automate, and scale performance-driven sales incentive plans and commission programs. Learn more at Bentega.io.