Quick Links Frequently Asked Questions Sales Compensation Body of Knowledge (pdf) Sales Compensation Educational Offerings CSCP Computer-Based Practice Exam     Video Certified Sales Compensation Professional

New specialty designation now available

Earning the new sales compensation certification is an excellent way for individuals with responsibility for sales compensation to establish their credentials and show their commitment to remaining on the leading edge of the profession. The CSCP certification is a specialty designation, meaning it is achieved by passing one comprehensive exam based on the sales compensation body of knowledge.

The CSCP was developed under a competency-based testing model, so there is no single preparation course that covers all content in the exam. However, WorldatWork offers numerous sales compensation educational offerings and resources that will help you prepare for the exam.  If you have any questions about pursuing this designation, please contact one of our Customer Advisors at 877-951-9191 or at customerrelations@worldatwork.org.

Certification Exam   Computer-Based Certification Exam: $995 USD  Add to Cart  Please note: You must schedule and complete the computer-based exam within 120 days. Your eligibility expires after 120 days and no extensions are available for the CSCP exam. It is recommended that you complete your exam in a timely manner as exams may be updated without notification. Instructions for scheduling your computer-based exam will be provided at purchase. Learn more at www.worldatwork.org/cbt. Practice Exam: Certified Sales Compensation Professional™ l CSCP™ Think you might be ready to establish your credentials and distinguish yourself in the critical field of sales compensation with a CSCP designation? Alleviate your exam anxiety by purchasing the new WorldatWork practice exam, and pay only a fraction of the certification exam price. Why take the practice exam? The 50-question practice exam is made up of questions similar to those that may appear on the current Certified Sales Compensation Professional (CSCP) exam. The practice exam is designed to give the participant insight into the type of material and the depth of knowledge needed to answer questions that may appear on the CSCP exam. Practitioners will be able to review questions and identify correct responses by taking the practice exam as many times as they wish. However, the practice exam does not guarantee the practitioner will pass the CSCP exam. Exam Fees     Computer-Based Practice Exam: $50 USD  Add to Cart
Who Should Pursue the CSCP   Obtaining the CSCP designation is beneficial for compensation professionals, HR professionals and sales operations professionals with responsibility for any aspect of sales compensa­tion in their organization. This may include management, design and administration of sales compensation plans; communication and implementation of the sales compensation plans; evaluation and analysis of sales compensation effectiveness	Why A CSCP is of Value   Obtaining the CSCP designation is an excellent way for HR professionals with responsibility for sales compensation to establish their credentials and distinguish themselves in this critical field. The CSCP designation demonstrates proficiency in each of the key knowledge domains of sales compensation, including strategic management of sales compensation, design of a sales compensation plan, administration of sales compensation plans and techniques for evaluating sales compensation effectiveness.	How the Specialty Designation is Different   The new CSCP certification is a specialty designation, achieved by passing a comprehensive exam based on experience in the field of sales compensation and the overall sales compensation body of knowledge. It is not curriculum-based, like the CCP®, CBP, WLCP® and  GRP® certification exams.  Individuals interested in pursuing this designation should review the body of knowledge below to gain an understanding of the concepts that will be covered on the exam.

Sales Compensation Body of Knowledge

What is the Body of Knowledge?
The Body of Knowledge (BOK) is a term used to represent the complete set of concepts, terms and activities that make up a profession, typically defined by a job or practice analysis study of practitioners by the relevant professional association. The WorldatWork sales compensation body of knowledge areas and content for sales compensation are listed below.

Click on the four knowledge areas below to see what is contained within each. An easy-to-print Body of Knowledge document is also available here. Practitioners interested in taking the exam for the new CSCP™ designation should be knowledgeable in each of the four sales compensation knowledge areas.

	Strategic Management of Sales Compensation view list
	Demonstrate business acumen in strategic planning for sales compensation Determine organizational readiness for sales compensation Understand the purpose of sales compensation and the importance of sales compensation to the organization’s business, products and services Determine when sales compensation is an appropriate response to a business need Understand the human resources strategy and total rewards strategy Ensure alignment between sales compensation plans and the organization’s compensation and business strategies Understand the go-to-market strategy and its relationship to the channel strategy Understand the financial metrics that measure the organization’s success and the sales performance measures that affect them Understand appropriate uses and general features of all forms of variable pay Recognize changes in the business environment that affect sales compensation Track industry trends and practices Lead the decision-making process with Senior Leadership (Sales and other functions) in the sales planning process Demonstrate effective influencing skills when interacting with senior management
	Design Sales Compensation Plans view list
	Identify the organization’s desired competitive position for jobs covered by the sales compensation plan Benchmark the organization’s competitive position for jobs covered by the sales compensation plan Understand key elements of the selling process Understand sales compensation terms (e.g., target cash compensation, mix, leverage, commission, etc.) Understand the types of sales compensation plans and payout mechanics Assess the alignment between sales compensation and other total rewards programs Identify appropriate members of the sales compensation design team Partner with the sales compensation design team on plan design Identify considerations for goal-setting Identify the linkage between the content of specific jobs and the elements of sales compensation designs Determine eligibility of job roles for sales compensation Identify factors that should be included in various sales compensation plan designs Identify the behaviors that drive sales productivity Identify appropriate performance measures and weighting of measures Understand common sales compensation formula types Determine formulas for commission plans Determine quotas for commission plans Determine formulas for bonus plans Determine quotas for bonus plans Partner with Finance or the appropriate department on financial modeling of sales compensation formulas to determine earnings impact and affordability of various alternatives Design a “draw” feature for a sales compensation plan Utilize special plan designs to address specific selling situations Identify appropriate performance periods and payout cycles for sales compensation plans Determine the appropriate mix (salary-incentive ratio) for given jobs Determine appropriate leverage (incentive upside opportunity) Understand processes for developing coverage model, account structures/segmentationand territories for sales representatives Identify and explain potential plan qualifiers Incorporate clawback/payback features as appropriate Develop or assist in the development of SPIFFs Ensure that sales compensation plan designs comply with applicable legislation/regulation Consult with outside experts on sales compensation plan design Modify sales compensation plans for multiple countries of operation Understand the impact of regional/cultural differences on the go-to-market strategy and channel strategy
	Administer Sales Compensation Plans view list
	Develop appropriate timelines for programming, communication and training Communicate business drivers for sales compensation plans to internal stakeholders Communicate sales compensation plan details to plan participants Train field sales staff on compensation-related processes and procedures Collaborate with other internal departments on plan administration Demonstrate a working knowledge of software/programs used to administer sales compensation plans Work with the IT Department to set system requirements for tracking plan performance and payouts Implement business system tools to support the sales compensation program Work with service providers and/or consultants on sales compensation plan administration Participate in the review and validation of sales revenue, plan payouts and program exceptions Communicate effectively with sales staff regarding compensation-related and sales operation issues Interact effectively with senior management and regional level executives on plan operation and performance
	Evaluate Sales Compensation Plan Effectiveness view list
	Use statistical tools and processes to evaluate plan performance Survey the sales force and other stakeholders for qualitative feedback on plan performance Develop/complete sales performance reports and ad hoc analysis Communicate sales compensation plan results to senior management Evaluate the performance of sales compensation service providers/consultants Monitor the impact of changes in sales channels and sales coverage Identify and document unintended outcomes of sales compensation plans Identify and implement required enhancements to sales compensation plans