How to Track Commission for Your Sales Team (Without Spreadsheet Errors)

When you work with closers or sales reps, they want to know exactly what they earned, and you want to pay the right amount. Here is how to track commission cleanly, from your first rep to a full team.

What to record for every deal

• The client and the deal amount.
• Who closed it (and who found the lead, if different).
• The commission rule that applies: percent or fixed amount.
• Status: reported, approved, paid.
• Date paid and how.

Common commission structures

• Flat percent: e.g. 20% of the first payment.
• Fixed amount per deal: e.g. $150 per website sold.
• Tiers: a higher percent after a number of deals per month.
• Recurring: a share of monthly care plans while the client stays.

Why spreadsheets break

• Deals are reported in chat and copied by hand.
• Two people edit the sheet and numbers change.
• Nobody knows which deals were already paid.
• Reps can't see their numbers without asking you.

Tracking commission in a CRM

In a CRM, the closer reports the deal from the lead itself, you approve it, and the commission is calculated from the rule you set. Each closer sees their own deals and earnings; you see everyone's.

Building a team? Read how to hire a closer for a web design agency and how to track sales commissions for closers.