Public guide · Updated 5 October 2026
Targets should connect the branch’s commercial plan to actions people can influence. Commission should be understandable and tested against realistic performance before it appears in an advert.
Work backwards from the outcome
Use your own average fees and completed transactions to estimate the activity required. State assumptions about conversion and timing. Check that the workload and resources make the target plausible rather than copying a headline figure from another branch.
Separate activity and reward rules
Clarify what counts, when commission is earned and how shared work is allocated. Explain the basic, threshold and rate using worked examples. Use the calculator to model below-target, expected and stronger months without presenting any scenario as guaranteed earnings.
Review fairness and affordability
Compare the model with actual branch economics and controllable responsibilities. Check whether the rules encourage collaboration or create disputes. Have contractual wording checked appropriately and keep written terms consistent with the commercial model.
Run a 15-minute team exercise
- Choose a realistic monthly income scenario from your own data.
- Calculate eligible income and commission after the threshold.
- Explain the result aloud, then test a quieter month.
Finish by choosing one change to try this week. Name the owner and review date, and use anonymised examples rather than sharing customer or employee details.
What to review next week
Review target attainment, package affordability and the gap between advertised and achieved OTE. Investigate recurring differences before changing the rules.
Manager guide and member resources
This public guide explains the method. Membership adds the monthly team meeting, manager notes and editable resources; the member delivery programme remains separate from these public SEO pages.
Turn this guidance into an editable pack
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