In high-performing sales organizations, effective sales compensation plans share a common decision logic and design framework. These rules are generally well known among incentive design specialists, but are missing from many business-to-business firms’ sales compensation programs. Ignoring these time-tested design guidelines and rules often results in ineffective sales compensation plans.
In this webcast we examine the basic rules and decision frameworks of sound incentive compensation design for sales organizations. The webcast offers a solid grounding in sales compensation design fundamentals.
Topics include
- Establishing market-competitive pay levels
- Selecting the appropriate sales compensation format
- Determining total compensation levels, pay mix, and upside earning opportunity
- Performance measures and their emphasis
- Payout mechanics and timing
- Policies and practices
One in a series of educational sessions on sales compensation effectiveness, participation in this session counts toward SMA's certification programs Certified Sales Operations Professional and Certified Sales Management Professional for enrolled members.
