Creating Sales Compensation Principles - A Stakeholder's Guide


With David Cichelli, CSCP, Alexander Group

How many sales compensation authors does your company have? If the answer is "many," then this diverse population needs your guidance. When it comes to sales compensation, responsibilities for plan design can be wide spread – from different divisions to different locations. WorkatWork brings sales compensation expert David Cichelli directly to you as a personal guide to help create and publish corporate principles. These principles allow sales compensation stakeholders to create high-impact pay programs that still "color within the lines" of preferred corporate practices.

In this two-date session, you will examine 10 policy topics and available choices. Using a prepopulated template, you will then write your company’s sales compensation principles. Once approved by management, publish this guidebook for all sales compensation stakeholders to develop sales compensation plans consistent with corporate policies.

By the end of this course, you will have created your own tailored sales compensation polices, as well as receive policy adoption suggestions to ensure maximum success.

What You Will Learn:

  • Sales Compensation: Our Philosophy
  • How We Determine Target Total Compensation
  • Setting Target Incentive and Upside Earning Opportunities
  • Selecting the Right Performance Measures
  • Formula Types
  • Program Qualifiers
  • Employment Status Changes
  • Companion Programs: Quotas, Sales Crediting and Territory Changes
  • Design Methodologies and Requirements
  • Program Assessment Reporting

Learning Options Click on your preferred Learning Option to see pricing and schedule.

Virtual Classroom

Live online instructor-led delivery of online course materials including real-time interaction with a subject-matter expert and peers — no travel required!


Member: $695 USD

$1,035 USD


David Cichelli

Senior Vice President
The Alexander Group

David Cichelli is a recognized thought leader, author, speaker and instructor on sales-effectiveness challenges and solutions. He is a senior vice president of the Alexander Group, a sales-effectiveness consulting firm. Cicheli contributes his knowledge and experience to a wide array of sales organizations, helping clients develop sales strategy solutions that ensure alignment between corporate sales objectives and sales resources.

He is a nationally recognized expert in sales compensation and acts as the firm's sales compensation practice leader. Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management's objectives, David is a frequent speaker on sales compensation topics. His audiences include corporate, industry associations, trade shows and those seeking continuing education.

He is author of the best-selling book, Compensating the Sales Force, published by McGraw Hill. Cichelli's experience and knowledge in sales compensation shine through in this book. Often referred to as the "must-have" book for those working in sales compensation, this publication offers industry analysis, thought leadership and practical tips.

Cichelli has been with the Alexander Group for more than 25 years. His previous experience includes the role of field sales support for an industrial chemical company and as a sales compensation practice manager for a large human resources consulting firm. David has a BA from Pennsylvania State University and an MS from Michigan State University.

Course Credits & Certifications

  • Recertification:

    0.5 credits

  • CEUs:

    0.4 credits

More Information

Who Should Register

Any practitioner who is responsible for sales compensation plans within an organization. These roles may include (but are not limited to) human resources, sales, operations and finance.

How to Register


Click Here to view our policies on payments, returns, class schedules, registration, cancellation, and more.

Have Questions?


+1 877 951 9191

USA and Canada

+1 480 951 9191

Other Countries


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