What motivates sales reps? They might care about the company's overall success and want to see the business grow, but when it comes down to it, they're motivated by whatever earns them the most money possible. In short, they care about what their commission plan tells them to care about.

Comp managers know this in theory – but in practice, it can be difficult to know how to make a commission plan resonate with the reps it aims to motivate.

In this article, we'll examine a few of the basic tenets of commission planning to help you develop and improve your plans in the most effective way possible.