Sales Compensation Plan Design

Webinar: ID# 1023902
Recorded CD
About This Course:
An effective sales compensation plan can have an enormous impact on company success. A market competitive and motivational incentive plan that is focused on the right business results will spur your sales team to overcome obstacles and close the sales you need them to.

But, a poorly designed plan invites disengagement, turnover, and legal risk. And one size does not fit all: what works for one company can be disastrous for another.

This webinar takes you through the process of designing a sales compensation plan that is right for your company: one that drives your financial and strategic objectives, aligns with the responsibilities of each sales role, and considers key sales dynamics like one-time vs. recurring revenue, sales cycle length, and the volume and frequency of sales.

Fortunately, there is established methodology to guide the decisions and this material will take you through it.


Introduction to Sales Compensation
  • What Is Sales Compensation?
  • How Sales Compensation Is Different From Other Forms of Compensation
  • Objectives of Sales Compensation
Designing a Sales Compensation Plan
  • Setting Total Target Cash Compensation (TTC)
  • Determining the Appropriate Salary Incentive Mix and Upside
  • Selecting Performance Measures
  • Determining Incentive Form: Commission or Quota-Bonus?
  • Calibrating the Incentive Plan
  • Payout Curves
  • Commission Rates
  • Modifiers
  • Setting Sales Crediting Rules
  • Timing of Measurement and Payment
Documenting and Communicating the Plan
  • The Plan Document
  • Communication Strategy and Tactics
  • Reporting
  • Plan Governance
About The Presenter

Elliot Scott
  • Director of Compensation Design at Canidium LLC, a consulting firm focused on designing and implementing sales performance management systems
  • More than 20 years of sales compensation design consulting experience, across industries and across continents
  • Prior to joining Canidium, he has held senior sales effectiveness and compensation positions at Towers Watson, The Alexander Group, and ZS Associates
  • Has written articles for Workspan, Synygy magazine, and other publications, and conducted training seminars in the U.S. and overseas
  • M.B.A. degree, with honors, University of Chicago; B.A. degree, Dartmouth College
Sales Compensation Plan Design
Available on CD format
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