Elements of Sales Compensation

Take an In-depth Look at Sales Compensation

This class 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
What You Will Learn  |  More Info  |  Who Should Register  |  How to Register  |  What is Blended Learning?


Learning Options

 

Course Schedules
Dec 18 - 19
9:00 AM
Elements of Sales Compensation
(This course is taught in Mandarin)
Shanghai China
Contact Sponsor
Aug 26 - 27
   2015  
8:30 AM
Elements of Sales Compensation
(North Texas Compensation Association)
Dallas, Texas
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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
Who Should Register  
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.
 
How to Register  
 
More Information  
 Course Credits
Recertification: 2 Credits
CEUs: 1.5 Course
PHR/SPHR/GPHR recertification
Hours: 14 (classroom)
 Preparing for Courses
 Course Book Amendments
 Terms and Conditions

For traditional classroom courses, a print binder will be available for pickup on site the day of the seminar. E-learning and blended learning course materials can be found online within the product. To download course material amendments, view class rosters and find out what to bring to your class, please visit www.worldatwork.org/prep.

Access to the e-learning product lasts for the specified amount of time (30, 60 or 120 days). Your e-learning product begins the day you purchase it, not the day you start it. Be sure to download any class materials prior to product expiration.

Become a WorldatWork Premier Member today and begin saving! After adding the class to your cart, and click "Join Now" before proceeding to check-out.

 
What Is Blended Learning?  

Components of Blended Learning  |  How Much Study Time Planning  |  Course Duration Matrix  |  Frequently Asked Questions
Sample Facilitator-Led Class Syllabus  |  Sample Self-Paced Class Syllabus  |  Take An In-depth Tour  |  How to Adjust My Screen Size

Blended learning is the perfect hybrid solution for those individuals or teams who want interaction with the facilitator and peers while having the convenience and control of accessing the content at the time and place which work best for the individual. Depending on the course, the facilitator and peer interaction may be in person or through online web meetings and tools.

  • A learner-centric approach: moves beyond the one-size-fits-all classroom in favor of an on-demand, personalized learning environment
  • Greater skills practice and coaching: activities can focus on interaction, skill building, and rich feedback
  • Social and peer-based learning: keeps the emphasis on practical solutions to workplace challenges and makes the learning more engaging
  • Self-paced opportunities: allows access to content anytime, anywhere at the learner’s fingertips

Components of Blended Learning

All Blended Learning classes include a class discussion board, other components available within Blended Learning will vary in order to deliver the best learning experience possible. Classes may include access to components such as:

  • Live online session(s) with facilitator and peers
  • Audio files
  • Video files
  • Articles and/or white papers
  • Tools and templates
  • Online quizzes

How Much Study Time Should I Plan For?

A: Blended Learning classes are either led by a facilitator or self-paced. The course duration varies depending on the depth of knowledge shared within the particular class.

Facilitator-Led Blended Learning:  All participants in these courses begin on the same day. You may access course materials any time—day or night—for 60 days after date of purchase.

  • If there is a course book, the entire book is available starting on the first day. The e-learning modules, activities and discussion boards are divided into sections that are released weekly over a 4-8 week period, depending on the amount of content. View Course Matrix

  • You will be able to view the course syllabus and course book (if applicable) starting on the first day. These are valuable tools to help you plan how much time you will want to spend in the course each week. It is recommended that you go through the materials carefully to gauge how long each e-learning module, case studies, activities, etc. will take you each week. (See sample class syllabus for facilitator-led classes).

  • All facilitator-led courses include at least one live event where students and the facilitator come together in an online environment to discuss course material, group exercises, questions and answers, etc. Live web sessions are scheduled from 10 a.m. to 12 p.m. Pacific. Although these sessions are scheduled for two hours, they may or may not run that long. These sessions are recorded and are available for review soon after the event.

  • Discussion boards are included in every course and are monitored by the facilitator. You can access the discussion boards at any time. These are a great way to interact with your facilitator and other course participants. You can post questions, read threads from other participants and the facilitator, and respond to what others have to say.

Self-Paced Blended Learning:  You can access your self-paced course shortly after you register. Some participants may have started before you, and others will start after you, based on their individual registration dates. You may access course materials any time—day or night—for 60 days after date of purchase.

  • All course materials are available starting on the first day. The e-learning modules, and activities divided into sections so that you can easily determine how you want to allocate your time over the duration of your access. View Course Matrix

  • You will be able to view the course syllabus and course book (if applicable) starting on the first day. These are valuable tools to help you plan ahead. It is recommended that you go through the materials carefully to gauge how long to spend in each e-learning module, case study, activity, etc. (See sample class syllabus for self-paced classes).
Discussion boards are included in every course and are monitored by a subject matter expert. You can access the discussion boards at any time. These are a great way to interact with your facilitator and other course participants. You can post questions, read threads from other participants and the facilitator, and respond to what others have to say.

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