Sales staff remuneration system is one of the basic tools to increase income of a company. Approaches to remuneration systems are very variable and depend on business specific and branch the company is operating in. Determining the appropriate system is crucial for motivation of sales staff, as well as profit assurance. The issue is a complex, difficult and time consuming process for the majority of company as targets and interests between sales staff and owners of the company differ. The aim of this paper is to present an approach to determining the optimal remunerations system for sales staff by sharing experience in the development and implementation of it for a start-up Latvian company, which operates in uncertainty conditions.