How is a typical sales commission program structured for breweries? Anyone with experience here PLEASE let me know! Thanks!
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Sales Commission Structure?
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Sales Commission Structure
In Steve Hindy's book "Beer School" he notes that they used a structure of base salary + 2 tiers of commission, based on a) rep's own sales territory, and b) the company as a whole. I don't think the latter is an industry standard, but it can provide more camaraderie than territory only based commission.
Commission can be straight: =X% of total sales in the territory
Segmented: X% of existing sales and Y% of new sales ( Y > X, because new sales are a more accurate reflection of your own efforts)
or Tiered: X,Y,Z% of total sales depending on hitting X,Y,Z growth targets.
Just my two cents, as I know all brewers do it slightly differently. Base salary will deviate based on geography & experience.Rhinegeist Brewery
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