Sales Compensation Plan Design

Webinar: ID# 1014081
Recorded CD
About This Course:
Sales compensation often has a direct and measurable link to company success. On the other hand, a poorly designed plan can have disastrous results including: incenting the wrong behaviors, encouraging top performers to leave, or rewarding less capable sales people.

In this live webinar, Mr. Rataj will discuss the process and key elements associated with designing a sales incentive plan. For many, sales compensation is clouded in mystery. Using a step-by-step approach, he will unravel the mystery and make a successful sales compensation plan design possible.


Compensation Economics 101

Why Sales Compensation?
  • Market Competitive
  • Drive Results
  • Pay "Winners Like Winners and Losers Like Losers"
Sales Compensation Plan Design Process
  • Eligibility
  • Target Total Cash Compensation
  • Mix and Leverage
  • Performance Measures and Weights
  • Performance Scaling
  • Plan Mechanics
  • Formula Type
  • Performance and Payment Periods
  • Modifiers

Edward R. Rataj CCP, CECP
  • Managing director of compensation consulting in the Human Capital Services Practice of CBIZ, Inc.
  • More than 19 years of experience in the area of human resources, focusing on designing innovative compensation programs
  • Certified compensation professional
  • Certified executive compensation professional
  • Often quoted as an expert in the area of compensation in the Wall Street Journal, Smart Money magazine, and
  • Assists clients in the design and implementation of strategic base salary and incentive programs
  • Prior to joining the firm, served as a compensation consultant for Mellon (formerly known as Buck Consultants) and was employed by William M. Mercer
  • Expertise includes designing market-based and job evaluation-based compensation programs, linking pay with performance, pay structures and compensation surveys, as well as developing policies and procedures
  • Past president of the St. Louis Compensation and Benefits Network
  • Graduate, University of Miami (Ohio)
  • Member of WorldatWork (formerly known as the American Compensation Association)
Sales Compensation Plan Design
Available on CD format
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