Conquer the challenge of pricing sales positions with the proper base/commission mix and more!
This class is currently only available through our onsite training program.
Find out how you can bring this class to your location. Call today 480-304-6980.
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:
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.
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