Sales compensation

Learn key sales compensation design principles

Course features

Course schedule: 1 session
Event: 22 July 2019
Venue: South Africa, Johannesburg
Presented by: Dianne Auld
Cost of training: R7,981.00 (Including VAT) per person
Three woman looking at a computer

Detailed description

Target audience: Practitioners in the remuneration field who are responsible for or play a key role in designing, reviewing and implementing sales commission schemes in their organisations

Course details: This one day course teaches key sales compensation design principles in a highly practical way with business examples, and application of each stage to a realistic case study.  

Aspects covered in detail during the course of the workshop are the following:

  • Drivers of Sales Compensation Design
    • Business, sales / go to market strategy, sales channels and customers, types of products / services sold, content of sales jobs
  • Sales Incentive Design Factors
    • Eligibility, target total compensation levels, pay mix, leverage, performance measures,commission vs bonus schemes, performance levels and ranges, threshold, target, excellence,cap, ramps, performance / payout periods,  quota practices  / territory assignments, sales crediting, special incentives.
    • Practical application to case study after each design stage
  • Construction of a Sales Compensation Matrix
  • Testing and Implementation
    • Sales incentive modelling and refinement, communication, implementation, review and assessment


Contact us

Puseletso  Matsheng

Puseletso Matsheng

Senior Manager, PwC South Africa

Tel: +27 (0) 11 287 0436

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