I have seen many entrepreneurs struggle with their company's sales commission model. A commission model has to create balance between maintaining profitability for the company while creating incentive for the sales team--an incentive for the team not just to sell more, but to sell the way you want them to and for them to behave the way you want them to.

For example, the commission model has to incent the sales team to make sales without burning up the market, without damaging the compan...