Study Method
Blended
Start Date
Oct 14 2020
Length of Course
TBA
Fees
695 per person
Location
TBA
Building Sales Compensation Formulas
AGENDA
Sales compensation drivers
- Strategy and connections
- Sales process, philosophy, growth and jobs
Two types of sales jobs
- Producers versus sales representatives
- Types and funding of incentive plans
Sales compensation principles
- Eligibility, pay levels, pay mix and leverage
- Measures, weights, mechanics and periods
- Quotas, targets, crediting and special incentives
Small sales team challenges
- Conditions
- Investigate
Formula types
- Producer plans
- Commission formula plans
- Bonus formula plans
- Special designs, 2x and add-on plans
Formula engineering
- Commission formula only plans
- Commission formula & base pay and threshold
- Bonus formula & base pay and threshold
Formula examples
- Formula illustrations
“Reward Blueprints: 'This report on market data is something that I wished I could have had on my desk to read when I started my career in remuneration a number of years ago.'”
“ Excel April 2015: 'The stuff you need to know as a comp professional. Very helpful and presented in an easily accessible manner' . . . 'Great course, full of tips and techniques.'”
“Report 5, Dec 2015: 'Everyone knows that US CEOs are paid more than anyone else, but exactly how much more is a question rarely answered. In this groundbreaking report we get the ”
“GRP: 'We very much enjoyed the course: great teacher, great venue, well-organised. Looking forward to join another course when I can.'”
“GRP: 'I’ve just moved roles and am now working as a Reward Manager (Compensation) at [financial services company]. I think the professional credibility that the GRP designation of”
“Gender diversity – UK boards: 'Interesting and helpful data shared by Steve and his team at E-reward on gender at the executive level.'”