Let’s be honest: designing a commission structure that motivates your sales team without blowing up your margins feels a bit like juggling flaming swords while walking a tightrope… blindfolded. Everyone wants big sales. Nobody wants big surprises on the P&L.
And yet, too many businesses accidentally design commission plans that look great on paper and absolutely horrifying once real money starts flowing. That’s where we step in. At Calculated Moves, we help family businesses and modern entrepreneurs create structures that make more money—not more chaos—and protect your profits so Uncle Sam and unnecessary overhead stop eating your lunch.
So buckle up, because these five commission rules will help you motivate your team, scale sustainably, and avoid the expensive mistakes that take businesses down.
This should be common sense… but it isn’t.
Too many businesses pay commissions on “sales” that later fall apart faster than a cheap folding chair.
Rule #1: No collected money = no commission.
Not pending, not promised, not “should clear next week”—collected.
You protect your cash flow, eliminate drama, and never end up chasing refunds you already paid out.
A commission plan that works at $50K/month might completely implode at $250K/month.
Project your revenue at three to five times your current level.
Ask yourself:
If the answer is anything other than yes, change it now—before it becomes a financial wildfire.
Rigid commission plans are like concrete: once they’re set, they crack under pressure.
Start with a baseline.
Add temporary boosts or training commissions during ramp-up periods.
Keep room to adjust as your business evolves.
Flexibility protects your business while still motivating new team members who need early wins.
Nothing destroys morale faster than clawing back commissions… unless it’s not clawing them back and absorbing the loss yourself.
Your refund policy and commission structure must talk to each other:
You want to reward long-term relationships, not quick sales that churn three minutes later.
A one-and-done commission model creates hustlers, not partners.
A residual model creates sustainable relationships—and sustainable income.
Whether it’s tiered percentages, trailing commissions, or renewal bonuses, residuals help your salespeople care about the whole customer journey, not just the signup.
The best commission plans are:
And that’s exactly what we help business owners build at Calculated Moves—so you can spend less time sweating your numbers and more time doing what you love, running a business that thrives without draining your sanity.
If you're ready to build a commission structure that fuels your sales team and protects your bottom line, we’re here to help you chart a course toward smoother, more profitable waters.
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Donna Bordeaux, CPA with Calculated Moves
Creativity and CPAs don’t generally go together. Most people think of CPAs as nerdy accountants who can’t talk with people. Well, it’s time to break that stereotype. Lively, friendly, and knowledgeable can be a part of your relationship with your CPA, as demonstrated by Donna and Chad Bordeaux. They have over 50 years of combined experience as entrepreneurial CPAs. They’ve owned businesses and helped business owners exceed their wildest dreams. They have been able to help businesses earn many times more profit than the average business in the same industry and are passionate about helping industries that help families build great memories.