Free Sales Incentive Plan Template (Excel)
What's in the sales incentive plan template
The template is a Plan Designer built as a single form. You enter the role name, its total on-target earnings (OTE), and the base salary percentage of that OTE — the sheet calculates the base salary and the variable pay at 100% attainment automatically.
Below that, you set four payout tiers: below-target attainment, a linear middle band, a full-attainment band, and an accelerator band above it — each with its own payout multiplier on the variable component.
A payout check at the bottom takes a single attainment percentage and returns the exact payout in dollars, plus the total cash (base plus payout) for that rep at that attainment level.
This is a plan design tool, not a payout tracker
This template is built for designing and testing a compensation plan — deciding what the tiers and multipliers should be before you roll it out — not for tracking actual commissions earned by reps over time.
If you need to log real deals and calculate what each rep has actually earned pay period by pay period, that's a different job handled by the separate Sales Commission Tracker template. The two are meant to be used together: design the plan here, then track actuals against it there.
How the four payout tiers work
The tiers are structured around a common sales comp pattern: attainment below 50% pays a fixed (often reduced) rate on variable pay, 50-99% pays linear based on attainment, 100-120% pays at a slightly higher multiplier, and above 120% accelerates further — but every multiplier is a cell you set, not a fixed formula.
That means you can model a flat plan, a steep accelerator plan, or anything in between just by changing the four tier percentages, then immediately see the payout difference by changing the test attainment percentage at the bottom.
Modeling one rep at a time
The Plan Designer calculates for a single role and a single test attainment at a time — it's a plan-modeling tool, not a multi-rep payout log. If you're designing a plan and want to see what it costs at different attainment levels, change the attainment input and watch the payout recalculate; if you have five reps at five different attainment levels, you'd run each one through separately or copy the sheet per rep.
This keeps the designer focused on getting the tier structure right before you commit to it across a whole sales team.
How to use it
- Define the role's OTE and base/variable split in the Plan Designer.
- Set the four attainment tiers and their payout multipliers.
- Enter a rep's attainment to see the exact payout the plan produces.
Download the free Free Sales Incentive Plan Template (Excel)
No spam — template updates and new free templates only. Unsubscribe anytime.
CRM & Sales Pipeline Tracker
Once your incentive plan is set, the paid CRM & Sales Pipeline Tracker ($14) helps reps actually hit those attainment numbers — stage-by-stage conversion, a 3-scenario forecast, and stale-deal alerts.
See the full versionFrequently asked questions
Can I use this incentive plan template in Google Sheets?
Yes. Upload the downloaded file to Google Drive, then open it and choose File > Save as Google Sheets. All the tier and payout formulas keep working.
Is this template really free?
Yes. You give an email address to download it, and then it's yours to use with no further cost.
Does this track what my reps have actually earned?
No. This is a plan design tool for one role and one test attainment at a time. To log actual deals and track real payouts across your team, use the separate Sales Commission Tracker template.
Can I model the total cost across multiple reps?
Not in this file directly — it calculates for one rep's attainment at a time. Run each rep's attainment through the designer separately, or copy the sheet per rep, to build a team-wide cost picture.
What's the usage license?
Personal use or use within one business. It's not meant to be resold or redistributed as a template product.