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Competitive Market Pay: Pricing Sales Positions

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 (classroom)
Faculty

Bring Your Laptop*!
This class requires extensive calculations. It is recommended that attendees bring their laptop. USB drives will also be used in this course.

*Requires Microsoft Office 95 or newer to be compatible with course handouts.

 

Fees and Registration Registration Policies
Classroom
$1,050* USD | $700 USD Member
Schedule/Registration


*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.