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You want to pay your sales people when they exceed their target for the month (good performance, good pay). Offer a small incremental bonus to be awarded to them (in addition to their normal earned %) for all orders they secure above the company sales target for any month. You want them highly motivated to achieve the higher commission level which increases your overall company profit dollars and percentage.  Let the program start again every month so if they fail, it starts over quickly. Make sure to publish the sales status continuously in front of their faces throughout the month so they know how close they are to earning more money. You want them to calculate their bonus earned or their current shortfall in their heads frequently.   If your sales people are not the type that react to this motivation, you need to consider replacing them.

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