That's time consuming, but it doesn't earn commissions. The salary rewards service to the account. The SISO survey also revealed the average ranges for total compensation. Companies that use escalating commissions have come up with some creative ways to structure them. New shows are rated higher than mature shows because of their potential, and thus their dollar pool is larger.
Salespeople earn escalating percentages of the pool and can even earn more than the total pool.
AES bases booth sales commissions on square footage and sets both individual and show targets. A salesperson must meet his or her personal target in order to be eligible for the show commission, but the show commission isn't paid unless the team meets the square footage target for the show. For sponsorships, commissions are based on gross revenues. At the NRA, salary plus commission is used for both the inside salespeople and the sales coordinator, who divides her time equally between telephone sales and exhibit administration. Escalating commissions are paid per contract, with the rate increasing after every 20 contracts.