Sales Compensation

Enhance your sales skills

Course Features

Course schedule: 
1 session
Date One: 
Wednesday, 15 August, 2018
South Africa; Johannesburg
1 day
Presented by: 
Dianne Auld
Cost of Training: 
R 6,965.00 (Including VAT) per person

Detailed Descriptions

Target Audience: Practitioners in the remuneration field who are responsible for or play a key role in designing, reviewing and implementing sales commission schemes in their organisations

Course details: This one day course teaches key sales compensation design principles in a highly practical way with business examples, and application of each stage to a realistic case study.  

Aspects covered in detail during the course of the workshop are the following:

  • Drivers of Sales Compensation Design
  • Business, sales / go to market strategy, sales channels and customers, types of products / services sold, content of sales jobs
  • Sales Incentive Design Factors
  • Eligibility, target total compensation levels, pay mix, leverage, performance measures, commission vs bonus schemes, performance levels and ranges, threshold, target, excellence, cap, ramps, performance / payout periods,  quota practices  / territory assignments, sales crediting, special incentives
  • Practical application to case study after each design stage
  • Construction of a Sales Compensation Matrix
  • Testing and Implementation
  • Sales incentive modelling and refinement, communication, implementation, review and assessment

For any workshop enquiries, please click here to contact us...