This intermediate-level seminar presents principles for designing next year’s sales compensation program. You’ll cover options including base salary, straight commission and combination plans with base salary and variable incentive compensation. Special focus is given to evaluating current plans, managing the design process and selecting a sales compensation formula. All attendees will receive a copy of David Cichelli's book, Compensating the Sales Force.
- Align sales rewards with company sales objectives
- Assess current practices
- Understand key sales compensation concepts
- Set target pay, mix and upside potential
- Build the right formula
- Establish policies for sales crediting, quota management and account assignment
- Select the right automation support
- Follow a proven four-phase redesign effort for current practices
Who Should Attend
The seminar is designed for professionals involved in designing, implementing and administering sales compensation plans, including sales, human resources, finance and marketing.
What You Will Learn |
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