Design the best sales compensation plans.
Master Class For Sales Compensation Professionals
Build Aligned and Motivational Pay Plans
Improve your sales compensation professional skills. Gain leading edge knowledge to better serve your sales compensation stakeholders. Be a subject matter expert.
Presented by David Cichelli
Author: Compensating The Sales Force, 3rd Edition
Sign Up For The ClassThe Challenge
Congratulations! You understand how the sales compensation plans operate at your company. However, you are left wondering if there are better pay solutions for your sales team. What other techniques might work better? You are curious: what is the best way to explore these choices? Perhaps you have the right pay plans. Or, maybe there are better solutions to consider. You just don't know. How do you acquire the business acumen to suggest and adopt best-in-class new sales pay strategies? Here is your challenge: you need to become a seasoned sales compensation expert!
The Solution
Look no further! Build your sales compensation competency with our course: Sales Compensation Excellence. If you are responsible for sales compensation design at your company, this course is for you. You may have "sales compensation" in your title. Or, you have been designated to evaluate the current sales pay plan. Or, you simply recognize the current pay plans are sub-performing. This course will be the best use of your time. Presented by the leading educator in sales compensation best practices, you will learn foundation concepts, design techniques, best formulas and plan revision strategies. This course will give you the knowledge to be a proficient sales compensation expert!
Americas
"David consistently impresses our members with his deep experience in sales compensation."
Middle East
"David taught me so many amazing things. I really couldn’t believe it!!!"
Europe
"Kudos David Cichelli! David led a session on sales compensation and delivered amazing insights."
Asia
"It’s clear that David has helped hundreds of sales teams. He is a master in sales compensation."
What You Will Learn
Here are the topics we cover in Sales Compensation Excellence:
- Introduction to Sales Compensation Excellence
- Why Sales Compensation
- Sales Compensation Supports Job Accountabilities
- Sales Compensation Key Terms
- Sales Compensation Policy Guidelines
- Formula Types
- Base Pay Management
- Crediting, Quotas and Account Assignments
- Modeling and Costing
- Annual Program Review
- Manage and Administer
- Plan Examples
- Sales Comp Challenges (Bonus)
Normally a 2-day class, this course is presented in 5 hours divided into 30 self-paced compact videos. The content includes lessons, exercises, discussion questions and confirming -quizzes. This course will elevate you as a sales compensation expert!
Course Fee: $995.00 USD
Sales Compensation Excellence: Curriculum
1: Class Introduction
Welcome to the class. You are on your way to becoming a sales compensation design expert. Yep, this is the same video presented below!
2: Why Sales Compensation
You'll learn how sales compensation is part of a performance management ecosystem and how it directly aligns employee motivation with business goals.
3: Sales Comp & Job Accountabilities
Sales compensation design begins with job definition. Learn how to confirm job content to create the right sales compensation plan. Yes, each job gets its own incentive plan.
4: Key Terms
Let's get on the same page. This lesson will clarify the difference between bonus and commission formula. We will confirm the definition of mix, leverage and upside. We will both know what a 3x leverage plan means!
5. Policy Guidelines
Here is the secret sauce. Follow these design principles to craft powerful incentive plans regardless of job type, industry or geographic location.
6: Formula Types
Explore the menu of incentive formulas. Configure the right formula to match the sales job objective.
7: Base Pay
Base pay is the other half of total compensation. Consider different base pay programs to manage this half of the pay package.
8: Crediting, Quotas & Accounts
Make sure these mission critical subsystems are working correctly. Crediting specifies when the seller gets paid. Quotas equalize territories for earning purposes. Account assignment configures the seller's territory.
9: Modeling and Costing
Know how you are spending your incentive budget. What will the program cost? How will the redesign impact sellers? Work the numbers to ensure you are meeting budget expectations.
10: Annual Program Review
Its up to you! Follow these steps to review the sales compensation program on an annual basis.
11: Manage and Administer
The sales compensation program operates day-in and day-out. Manage the program as issues arise. Ensure program administration is timely and accurate.
12: Plan Examples
Let's take a look at some typical pay plans for territory representatives, account managers, sales development representatives and district sales managers.
13: Sales Compensation Challenges (Bonus)
Yikes! Here are solutions for select design challenges: multi-year contracts, rental and usage revenue, commodity pricing, open territories, specification selling, new products and markets, and channel managers.
Watch the Introductory Video
About David Cichelli
Glad you are here! I am David Cichelli and I pleased to meet you! I am fortunate to work with leading sales organizations designing their sales compensation plans. I am the author of several sales compensation classes and have presented sales compensation content throughout the world. I am the author of the leading book in sales compensation: Compensating the Sales Force, 3rd Edition.
But what does this mean for you? You are in good hands. I am here to help you accelerate your sales compensation knowledge. Take this "master class" in sales compensation to learn the latest concepts and leading practices.
Learn More
This is the perfect sales compensation design class. Enroll now in this master class to accelerate your skills.
Sales Compensation Excellence
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