Discounting solves a problem in commission structure design today and creates a larger one next quarter. Activity in this aspect of marketing and commercial practice is easy to generate and easy to mistake for progress. Organisations that document the practice within marketing and commercial practice properly resolve disputes about it far more quickly. The course sets out a working method for commission structure design that participants can apply the week they return. The level assumes working familiarity with the commercial team but no prior formal training in this strand of marketing and commercial practice. Participants take away a working set of documents supporting the wider marketing and commercial practice agenda, ready to be adapted internally. Most organisations already have a policy on commission structure design; far fewer can show it working. Sessions alternate between guided analysis of this area of marketing and commercial practice and supervised application. Participants leave with a plan for the marketing and commercial practice discipline sized to what their organisation can realistically absorb.
Expected Learning Outcomes
✓
Align marketing and sales handover within commission structure design so leads are not lost.
✓
Define the scope and boundaries of commission structure design so that responsibility for it is unambiguous.
✓
Build the reporting on commission structure design that supports a spending decision.
✓
Assign clear ownership for each element of commission structure design across the functions involved.
✓
Design the customer journey for commission structure design across the touchpoints that actually influence the decision.
✓
Establish escalation routes for commission structure design that work outside normal hours.
✓
Build the positioning for commission structure design around a claim competitors cannot honestly make.
Who Should Attend
✓
Account managers responsible for retention within commission structure design.
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Planning staff whose forecasts and budgets are affected by commission structure design.
✓
Commercial analysts measuring performance of commission structure design.
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Founders and owner-managers running commission structure design personally.
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Digital marketing specialists executing commission structure design.
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Technical staff being prepared for supervisory responsibility over commission structure design.
Course Modules
Open any module to see its sessions and topics.
01
Commission structure design: channels, content and creative
2 sessions · 8 points
Session 1The claim about commission structure design competitors cannot copy
Compare cost of acquisition against value in commission structure design.
Describe the buyer for commission structure design specifically enough to name who is excluded.
Prepare the response for the most likely failure in commission structure design.
Identify single points of dependency in commission structure design and reduce them.
Session 2Pricing commission structure design on value rather than cost
Select channels for commission structure design based on evidence, then cut the rest.
Rank the weaknesses in commission structure design by consequence rather than by ease of fixing.
Build the content that answers the buyer's real question about commission structure design.
Set the discount authority for commission structure design and require justification.
02
Commission structure design: positioning and the honest claim
2 sessions · 8 points
Session 1The paperwork for commission structure design that is actually needed
Confirm that those complying with commission structure design understand why it exists.
Review whether short-term tactics on commission structure design are damaging the brand.
Check that commission structure design still works when volumes rise unexpectedly.
Choose the next segment for commission structure design and state why it is next.
Session 2Handling the objection to commission structure design that ends most conversations
Distinguish symptoms from causes when commission structure design underperforms.
Measure lifetime value from commission structure design, not just first purchase.
Establish the boundary of commission structure design and record what sits outside it.
Close out actions on commission structure design rather than leaving them open indefinitely.
03
Commission structure design: the customer journey and decision points
2 sessions · 8 points
Session 1Reviewing commission structure design when nothing has gone wrong
Document the sales process for commission structure design so a new joiner can follow it.
Agree the smallest change to commission structure design that would be visibly useful.
Agree the attribution model for commission structure design and state its known limits.
Establish who is informed, consulted and accountable in commission structure design.
Session 2Testing commission structure design before relying on it
Build the competence framework that supports commission structure design.
Map the decision journey for commission structure design and mark where the choice is actually made.
Design the retention action triggered when a customer of commission structure design goes quiet.
Establish what evidence demonstrates commission structure design is under control.
04
Commission structure design: retention, loyalty and lifetime value
2 sessions · 8 points
Session 1The handover between marketing and sales in commission structure design
Structure pricing for commission structure design against perceived value.
Agree what will be standardised in commission structure design and what will not.
Review whether commission structure design is aligned with the objectives of the commercial team.
Write the positioning claim for commission structure design and test whether a competitor could say it too.
Session 2Protecting the brand while hitting targets on commission structure design
Reduce the variation in how commission structure design is carried out between teams.
Set objectives for commission structure design in revenue terms with a timeframe.
Test creative for commission structure design at small scale before full commitment.
Estimate the resource commission structure design requires to run as designed.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
Workshop or Program Participation
Airport Transfers
Customized Badge
Expert Mentorship (Private Sessions)
Supervision & Secretarial Services
Accredited Certificate of Participation
Complete Training Kit
Coffee Break
Closing Ceremony
Gold Package
At least 3 people
USD1,850
5-night stay in a 5-star hotel
Workshop or Program Participation
Airport Transfers
Customized Badge
Expert Mentorship (Private Sessions)
Supervision & Secretarial Services
Accredited Certificate of Participation
Complete Training Kit
Coffee Break
Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.
