Learning Options

Pricing Sales Positions (Competitive Market Pay)
Seminar

Conquer the challenge of pricing sales positions with the proper base/commission mix and more!

During this highly interactive course you will use advanced principles of market pricing to price sales positions that will attract, motivate and retain key sales talent. This practical application will teach you how to strategically interpret survey data and confidently determine the appropriate total compensation for different sales positions and have the proper documentation to support the compensation decision.

• Explain an organization’s go-to-market strategy and discuss how that strategy affects market pricing decisions
• Discuss how to determine job definitions, roles, and responsibilities that supports the strategies
• Source different options for obtaining market pricing data
• Read and use survey sources strategically
• Determine the appropriate total compensation for different sales positions based on a case study scenario
• Document and support the compensation decision

Who Should Attend

Analysts, managers and specialists who have responsibility for market pricing sales positions.

What You Will Learn

Go-to-market strategy

• Explore the link between business strategy, sales strategy, job roles strategy, compensation strategy
• Identify key goals and objectives for the organization and sales
• Understand four areas of go-to-market strategy

Defining job roles and responsibilities

• Understand the job role, skills, competencies
• Make sure jobs are in place to meet the strategies

Sources for obtaining data

• Different survey types
• Benchmarking
• How many sources do you need?

Reading and using surveys strategically

• Making sure the survey data is relevant
• Benchmark jobs
• Tying back to the strategy

Requirements

Attendees should be familiar with material covered in C5 (Elements of Sales Compensation) and C17 (Market Pricing - Conducting a Competitive Pay Analysis). Attendees should be familiar with the following key terms:

• Go-to-market Strategy
• Commissions
• Quotas
• Total Compensation
• Short Term Incentives
• Sales Channels
• Market Segmentation
• Competencies

	Credits Recertification: 1 credit CEUs: .75 PHR/SPHR/GPHR recertification hours: 7
	Faculty