Sales Compensation & Sales Incentive Plans (SIPs) - Managing Remuneration for the Sales Force

Course Overview

A fundamental component of reward management and HR is designing your compensation for Sales employees to really drive performance to achieve your Sales targets. Rather than make changes, HR and reward professionals try to fit the ever-changing needs of their Sales employees into a system that may not have been reviewed for many years. This course will touch on all areas of “Sales Compensation”, including basic salary structures and SIPs (Sales Incentive Plans).

Benefits of Attending

• Increase your business performance and employee effectiveness by implementing advanced compensation and reward systems
• Discover practical steps for designing and implementing sales incentive plans (SIPs)
• Develop solutions for your own compensation and reward issues and challenges for your sales force based upon practical case studies and course discussions

Course Prerequisites

This course is designed as an intermediate and advanced course in compensation, and delegates should have either already attended the elementary foundation course on ‘Managing Compensation and Salary Structures,’ or they should already have practical knowledge and working experience of working with the main ‘fundamentals’ of managing compensation including knowledge about pay strategy, grade structures, market pay levels and benchmarking, designing payscales and salary structures, calculating compa-ratios, and simple payscale formulae (such as the single-step approach of 80%-120% for min-max pay ranges).

Who Should Attend?

his course is designed for everyone who requires an in-depth knowledge of working with and managing salary structures and compensation and reward issues for the sales force. This includes both HR generalists and C&B specialists, and all professionals who work in HR at all career levels and all specialists who work in Compensation and Benefits, at both a “intermediate” and “advanced” level, as well as Sales Managers who need to know about “SIPs” and “Compensation for Sales”.

Certification Criteria

You must meet two criteria to be eligible for an Informa Connect Academy/CPD Certificate of Completion:

• Satisfactory attendance: You must attend all sessions of the course. If, for any reason, you miss more than 1 hour of the course sessions, you will not be eligible to sit the course assessment
• Successful completion of the course assessment: Assessments will be ongoing and based on in-class participation and activities

Course Methodology

You will be provided with the information you need to make changes to your salary and incentives structure for your sales employees. You will have an opportunity to test various ideas and to establish what may work for you. You will also be given access to various tools and techniques, as well as information on the latest trends and developments both regionally and globally.

Delivered by Robert

Robert is in the highly prestigious and influential list by People-Hum of “The Top 100 Global Thought Leaders To Inspire You in 2021” and he was awarded the “Global HR Leadership Award” in 2017 by the World HR Congress to recognise his iconic contribution to the global C&B community over the past decade.

Certified by CPD UK

The CPD Certification Service is an independent accreditation centre working across all sectors, disciplines and further learning applications and supports policies of institutional and professional organisations globally.

Run this course in-house

Informa Connect Academy’s customised training solutions have helped organisations deliver tailored learning in different languages to suit every requirement