Sales Compensation 101: Understanding Sales Compensation Essentials


With Joseph DiMisa, CSCP, Korn Ferry Hay Group

New to sales compensation or just need a quick refresh? Our Sales Compensation 101 class, led by sales compensation expert Joseph DiMisa, CSCP, from Korn Ferry Hay Group, gives you the step-by-step road map you're looking for to advance your sales compensation knowledge.

When it comes to compensation programs, sales compensation has its own specific set of nuances. This course guides you through the incentive-based compensation world by offering an orientation to essential concepts and design approaches to ensure you understand the underlying issues of sales compensation. An easy-to-reference guide explains foundational information in today's terms using clear, helpful visuals.

By the end of class, you'll have a solid understanding of key sales compensation issues, including how to set target pay levels, market pricing, performance measures, payout formulas, quota setting and administration. You'll also understand how to evaluate sales cycles, as well as plan for future ones.

What You Will Learn:

  • An overview of optimal incentive design process
  • Job roles
  • Target pay levels
  • Salary and incentive mix
  • Performance measures
  • Payout formulas and mechanics
  • Quota setting and attainment
  • Implementation and administration
  • Evaluation and next cycle planning

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


Joseph DiMisa

Senior Client Partner within the Sales Force Effectiveness Practice
Korn Ferry Hay Group

Joe DiMisa is currently Senior Client Partner within the Sales Force Effectiveness Practice at Korn Ferry Hay Group. He has over 20 years of experience in both the corporate and advisory world providing thought leadership and expertise to many public and private organizations. Mr. DiMisa writes and speaks frequently on all sales operational topics. He is a certified WorkatWork instructor and course designer for the (C-5) - Elements of Sales Compensation class and the (C-17) - Compensation Benchmarking class. He also helped develop the Certified Sales Compensation Professional (CSCP) designation and has written two sales effectiveness and sales compensation business books.

Course Credits & Certifications

  • Recertification:

    0.5 credits

  • CEUs:

    0.4 credits

More Information

Who Should Register

Professionals involved in sales compensation with limited knowledge and experience in sales compensation design, as well as more seasoned professionals who need a quick reference to confirm ideas and techniques.

How to Register


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Have Questions?


+1 877 951 9191

USA and Canada

+1 480 951 9191

Other Countries


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