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C5: Elements of Sales Compensation (U.S.)

Learning Options

Elements of Sales Compensation
Certification Course: C5

Take an In-depth Look at Sales Compensation

Certification Candidates!
The exam for this elective course must be taken by Dec. 31, 2009.

This basic-level course presents the fundamentals for the design and implementation of sales compensation plans tailored to a company’s business strategy. Emphasis is placed on the special terminology and issues that make sales compensation unique from other incentive plans. Participants are presented with several design options and related information in order to assess which sales compensation approaches may be appropriate for a given company. Participants are also introduced to critical implementation factors including financial modeling of the proposed plan, employee communication and plan assessment over time.

  • Discuss sales compensation rationale, value and uniqueness
  • Identify the key influences to all sales compensation plans
  • Discover the six key components of a basic sales incentive
  • Find out how to introduce a new or revised incentive plan to the sales force
  • Review why sales incentive plans fail and ways to determine if your plan is working properly

Who Should Attend

The course is designed for compensation and sales administration personnel relatively new to the sales compensation field and who are involved in designing, implementing and administering sales compensation plans.

What You Will Learn

Sales Compensation Terms and Definitions

  • The total rewards model
  • The purposes of sales compensation
  • Uniqueness of sales compensation
  • Key sales compensation terms
  • Incentive payment methods

Influences on Sales Compensation Design

  • Drivers of sales compensation design
  • Go-to-market strategy
  • Sales channels
  • Direct sales channel
  • Indirect sales channel

Design Components

  • Eligibility
  • Target cash compensation
  • Pay mix
  • Calculation methods
  • Performance measures
  • Performance and payout arrangements

Plan Refinement and Testing

  • Calculating formulas
  • Quotas
  • Testing through financial modeling
  • Special considerations
  

Plan Implementation

  • Plan terms and conditions
  • Plan qualifiers
  • Employee administration
  • Integration with other programs
  • Handling plan changes
  • Employee communications
  • Tracking and payment administration

Assessing Plan Effectiveness

  • Plan evaluation
  • Failing plans
  • Assessing the plan
  • Sample analysis

Credits
CCP: Elective through Dec. 31, 2009 Under Current Certification Requirements (compare current and new CCP requirements)
Recertification: 2 course, .5 Exam
CEUs: 1.5 Course, .3 Exam
CPEs: 16
CPT: 12 points
PHR/SPHR/GPHR recertification hours: 16 (classroom); 14 (live CourseCasts)
Faculty/Course Contributors
Course book amendments
Test your knowledge

Consider Bringing This Course to Your Location
This professional development program and others offered by WorldatWork can be customized to meet the unique needs of your organization and delivered at your location. For more information, contact a Corporate Education Resource Manager at 877/710-5970 or 480/905-5980.

Fees and Registration Registration Policies
Classroom

Course & Certification Exam:  $1,645 USD *  |  Member $1,125 USD
Schedule/Registration
Course Only: $1,480 USD * | Member $990 USD
Schedule/Registration
Self-Paced Study Material and Exam About this option
Course Binder Only: $690 USD * | Member $460 USD (Plus shipping & handling.)
Add to Cart
Course Binder and Computer-Based Certification Exam:
$1,320 USD * | Member $925 USD (Plus shipping & handling.)
Add to Cart
Computer-Based Certification Exam Only: $705 USD * | Member $550 USD
Add to Cart

Please note: If you are purchasing an exam option, you must schedule and complete the computer-based exam within 120 days from the first day of a live instructor-led class or from date of purchase for all self-paced learning packages. Your eligibility expires after 120 days; however, 30-day exam extensions are available for a $150 USD fee when purchased before the original access expires. It is recommended that you complete your exam in a timely manner as exams may be updated without notification. Instructions for scheduling your computer-based exam will be provided at purchase. Learn more at www.worldatwork.org/cbt. Self-study binder and all e-learning product purchases are nonreturnable.

WorldatWork classroom locations offer e-binder technology to participants. Your certification course binder (and BAII calculator, if applicable) will be available for pick up on site the day of the course. For two-day courses, you may access the e-binder PDF two weeks prior to the course start date or upon registration if you register within two weeks of the course.

Live instructor-led e-learning class registrants, you will receive your course binder prior to the first day of class. Self-paced e-learning course purchasers will receive a course binder 5-7 days after date of purchase. 30-day extensions of e-learning access are available for a fee if purchased before original access expires.

Please visit www.worldatwork.org/seminars to download course binder amendments, view class rosters and to find out what to bring to your class.

*Join now and receive the best value. This includes both a one-year WorldatWork Premier membership and course registration. Add the course to your cart and then click "Join Now" before proceeding to check out.