If the thought of sales commission planning makes you shudder, you’re not alone. Designing and managing an effective sales commission plan is a herculean task that few people enjoy and most dread.

And yet, it can create trust, transparency, and a sense of employee value — all of which motivate staff to reach their targets. In short, it can be one of the most powerful tools for growth.

So how and why do so many sales commissions plans go wrong? And importantly, is there a better way to deal with them?