Learning Options

Sales Compensation for Complex Selling Models
Seminar

Advanced Program — Take Your Sales Comp Know-how to the Next Level

During this highly interactive seminar you will learn and apply sales compensation techniques to complex design and implementation issues. The class, based on a real-world company case study, enables you to rapidly master and apply lecture content as you work with other experienced professionals in solving the case challenges. There is time to share information and compare experiences as you learn together with your peers. This advanced program will provide you with the tools and confidence you need to maximize your sales compensation ROI and “sell the plan” to upper management.

• Explore the changing business environment and discuss how these changes affect sales compensation
• Learn sales compensation design factors for complex selling models
• Discuss important factors to consider when implementing the compensation plan
• Address ways to help ensure sales compensation plan success

Who Should Attend

This workshop is designed for senior compensation professionals who have responsibility for the design, implementation and administration of sales compensation plans within complex business environments.

What You Will Learn

The Changing Business Environment

• Rethinking the sales compensation process
• Effective sales compensation plans contribute to business success
• Changes in the business environment
• Compensation challenges of complex selling models
• Call to action

Sales Compensation Design

• Sales compensation design factors
• Global plan variations
• Complementary programs
• Consequences of errors

Implementation

• Implementation factors
• Complementary programs
• Consequences of errors

Ensuring Plan Success

• Helping ensure success—an interactive process
• Evaluating plan effectiveness
  • ROI
  • Seven diagnostic tests
• Best practices
• Summary

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