Effective Compensation Plans to Motivate Your Sales Team in Facilities Services


A well-structured compensation plan is key to motivating and retaining your sales team, especially in the competitive facilities services industry. This post will explore various compensation strategies that drive performance and satisfaction for sales professionals in sectors such as commercial cleaning, security, waste management, and more.

Key Points:

1. Types of Compensation Plans

Understanding the different types of compensation plans is essential for creating a package that aligns with your business goals and motivates your sales team.

  • Base Salary: Provides financial stability and predictability, which is crucial for long-term retention.
  • Commission-Based: Rewards sales performance directly, incentivising team members to exceed their targets.
  • Bonuses: Offer additional rewards for achieving specific milestones or exceeding quotas.
  • Profit Sharing: Encourages a sense of ownership and aligns the sales team’s interests with the company’s success.

2. Designing an Effective Compensation Plan

Creating a balanced and effective compensation plan requires careful consideration of various factors:

  • Competitive Benchmarking: Regularly review industry standards to ensure your compensation packages are attractive compared to those of your competitors.
  • Clear Structure: Ensure the compensation plan is easy to understand, with transparent criteria for earning commissions and bonuses.
  • Performance Metrics: Define clear performance metrics that align with your business goals, such as sales volume, customer acquisition, and retention rates.

3. The Role of Non-Monetary Benefits

Non-monetary benefits can significantly enhance your compensation plan, making your company more attractive to top talent:

  • Professional Development: Offer opportunities for training, certifications, and career advancement.
  • Work-Life Balance: Provide flexible working hours, remote work options, and generous leave policies.
  • Health and Wellness: Include comprehensive health insurance, wellness programs, and gym memberships.

4. Tailoring Compensation to Different Sales Roles

Different sales roles may require tailored compensation strategies to maximise motivation and performance:

  • Business Development Managers: Focus on higher base salaries combined with substantial commissions for new business acquisition.
  • Sales Managers: Combine base salary with performance bonuses tied to team achievements.
  • Account Managers: Emphasise customer retention bonuses and profit-sharing for long-term client relationships.

5. Examples of Successful Compensation Plans

Learning from successful examples can provide valuable insights for designing your own compensation plan:

  • Case Study: A security services company implemented a profit-sharing plan for their sales team, resulting in a 20% increase in sales and improved employee retention.
  • Case Study: A waste management firm introduced a tiered commission structure, rewarding top performers with higher percentages, leading to a significant boost in overall sales performance.

Effective compensation plans are essential for motivating and retaining your sales team in the facilities services industry. By offering a balanced mix of financial rewards and non-monetary benefits, and tailoring the plans to specific sales roles, you can drive performance and job satisfaction. For customised compensation strategies that align with your business goals, contact APB Sales Strategy. Our expertise in the facilities services sector will help you create a compensation plan that attracts and retains top sales talent.

APB Sales Strategy:
Your Strategic Sales Partner

We provide the top three candidates in your area, at no cost until you decide to hire.

Get in touch

Connect with a Sales Recruitment Specialist to discuss current salary trends, compensation plans, and available top-tier talent. Discover how APB Sales Strategy can help you exceed your sales goals.

✓ Valid number ✕ Invalid number
This field is for validation purposes and should be left unchanged.

Please Input The Details Below To Download The Hiring Your First Sales Person Blueprint

Work for us

Get Ready to Join Us

✓ Valid number ✕ Invalid number
Max. file size: 128 MB.
This field is for validation purposes and should be left unchanged.