Define the audience for sales compensation design precisely enough to exclude people.
Designing Sales Compensation Systems That Drive High Performance
A senior-level treatment of sales compensation design, focused on what changes outcomes.
📍 Tripoli🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Most disappointing results in sales compensation design trace back to an audience defined too broadly. Activity in the wider marketing and commercial practice agenda is easy to generate and easy to mistake for progress. Participants take away a working set of documents supporting the marketing and commercial practice discipline, ready to be adapted internally. Organisations that document sales compensation design properly resolve disputes about it far more quickly. It establishes a shared vocabulary for this strand of marketing and commercial practice so that teams can disagree productively about it. The teaching approach is deliberately practical: participants build a go-to-market plan for the marketing and commercial practice discipline as they go. The programme works equally well for those formalising sales compensation design for the first time and those improving an existing approach. What blocks progress on the marketing and commercial practice capability is usually unclear ownership rather than unclear intent. Participants finish with a short, specific brief on the wider marketing and commercial practice agenda ready to put in front of a decision maker.
Expected Learning Outcomes
Design the retention and win-back approach for sales compensation design.
Structure pricing for sales compensation design to reflect value rather than cost.
Prepare a short, evidence-based briefing on sales compensation design for senior management.
Build the sales process for sales compensation design so it is repeatable across the team.
Align sales compensation design with the wider objectives of the commercial team rather than optimising it in isolation.
Assign clear ownership for each element of sales compensation design across the functions involved.
Who Should Attend
Those responsible for briefing external stakeholders on sales compensation design.
Retail and channel managers executing sales compensation design in the field.
Consultants and advisers supporting clients on sales compensation design.
Marketing managers responsible for sales compensation design.
Business development managers pursuing opportunities in sales compensation design.
Digital marketing specialists executing sales compensation design.
Course Modules
Sales compensation design: pricing, value and discount control
2 sessions · 8 pointsSession 1Building lasting competence in sales compensation design
- Compare cost of acquisition against value in sales compensation design.
- Rehearse the briefing on sales compensation design that would follow an incident.
- Define qualification criteria that disqualify quickly in sales compensation design.
- Measure lifetime value from sales compensation design, not just first purchase.
Session 2Defining the audience for sales compensation design narrowly enough to matter
- Identify single points of dependency in sales compensation design and reduce them.
- Document the sales process for sales compensation design so a new joiner can follow it.
- Describe the buyer for sales compensation design specifically enough to name who is excluded.
- Set the discount authority for sales compensation design and require justification.
Sales compensation design: qualification and pipeline discipline
2 sessions · 8 pointsSession 1Pricing sales compensation design on value rather than cost
- Establish who is informed, consulted and accountable in sales compensation design.
- Establish what evidence demonstrates sales compensation design is under control.
- Name a single owner for each element of sales compensation design.
- Close out actions on sales compensation design rather than leaving them open indefinitely.
Session 2Protecting the brand while hitting targets on sales compensation design
- Structure pricing for sales compensation design against perceived value.
- Set the review interval for sales compensation design and who attends.
- Check that sales compensation design still works when volumes rise unexpectedly.
- Agree the indicators that will show whether sales compensation design is improving.
Sales compensation design: retention, loyalty and lifetime value
2 sessions · 8 pointsSession 1The cost of sales compensation design and how to present it
- Design the retention action triggered when a customer of sales compensation design goes quiet.
- Test creative for sales compensation design at small scale before full commitment.
- Rank the weaknesses in sales compensation design by consequence rather than by ease of fixing.
- Select channels for sales compensation design based on evidence, then cut the rest.
Session 2Handling the objection to sales compensation design that ends most conversations
- Map the decision journey for sales compensation design and mark where the choice is actually made.
- Build the report on sales compensation design that answers whether to spend more or less.
- Confirm that those complying with sales compensation design understand why it exists.
- Benchmark the organisation's sales compensation design against comparable operations.
Sales compensation design: audience definition and segmentation
2 sessions · 8 pointsSession 1Measuring sales compensation design when attribution is imperfect
- Estimate the resource sales compensation design requires to run as designed.
- Build the content that answers the buyer's real question about sales compensation design.
- Script the three most common objections in sales compensation design and the responses.
- Decide what will be stopped to create capacity for sales compensation design.
Session 2Making sales compensation design work when resources are constrained
- Collect evidence on the present handling of sales compensation design before proposing changes.
- Review whether short-term tactics on sales compensation design are damaging the brand.
- Agree the attribution model for sales compensation design and state its known limits.
- Confirm that reporting on sales compensation design reaches the people who can act.
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.