Learning Options

Elements of Sales Compensation
Certification Course: C5

Take an In-depth Look at Sales Compensation

This basic-level, two-day 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; Recertification: 2 course, .5 Exam CEUs: 1.5 Course, .3 Exam CPEs: 16 CPT: 12 points PHR/SPHR/GPHR recertification hours: 16
	Faculty
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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.