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