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

Why Attend?

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 SIP training course will touch on all areas of sales compensation, including basic salary structures and sales incentive plans (SIPs).

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

Competencies

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

This course is designed for everyone who requires an in-depth knowledge of working with hand 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 intermediate and advanced levels, as well as sales managers who need to know about sales incentive programmes and compensation for sales.

Course Requirements

Delegates must meet two criteria to be eligible for an Informa Certificate of Completion for a course:

• Satisfactory attendance – delegates must attend all sessions of the course. Delegates who miss more than 2 hours of the course sessions will not be eligible to sit the course assessment
• Successful completion of the course assessment

Course Methodology

This course uses a combination of workshop sessions, knowledge share and group discussions to provide an interactive approach to knowledge transfer. Delegates will be provided with actionable, impactful tools and frameworks that will allow them to navigate transformation from strategy to execution.

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 awarded the “Global HR Leadership Award” in 2017 by the World HR Congress to recognize 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.

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