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Building Sales Compensation Formulas

How To Get The Sales Force Compensation Formula Right

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Do you need to develop a sales compensation formula for your sellers? If so, then this course will provide you the answers you need. I am David Cichelli your instructor.

If you want to craft a great sales compensation plan, follow the steps we provide in this program and you will have a winning sales compensation formula. I have spent the last 20 years in this area and have helped thousands of people to get it right. My book, Compensating the Sales Force, continues to be a leader in the subject.

At the end of this course, you will know how to get all the key components right in a sales compensation formula. These include how to:
  • identify target compensation
  • set the pay mix
  • determine upside earnings potential
  • select and weight the right measures
  • configure the formula to reward sales objectives and
  • ensure the plans are fiscally aligned.

You will also learn how to use and construct advanced formula methods such as hurdles, multipliers and matrices to fine-tune the formula. Finally, you will see seven illustrations of sample plan designs that follow best-in-class formula design methods.

We begin with an overview of sales compensation drivers, types of sales jobs and sales compensation principles. We will also consider the sales compensation challenges of small sales teams. Next, we look at formula types and teach you what-works-when. Then, we go back-stage and explain how formula engineering can be used to calculate incentive payout rates. Finally, we provide examples of different formula designs.

If you need to put sales compensation formulas together “right now!” then this is the course for you. Even leaders of small sales teams will benefit from this “get to the answer” course. Sales leaders, sales operations, directors, general managers and finance staff will all find applicable solutions.

Need a sales compensation formula? Then take this class! Develop the right formula to reward sellers for focusing on the company’s important sales strategies.

Enroll now and we look forward to seeing you on the other side.


Your Instructor


David Cichelli
David Cichelli

David Cichelli is with the Alexander Group, an international sales effectiveness consulting firm, headquartered in the USA. David contributes his knowledge and experience to a wide array of sales organizations. He helps companies achieve their sales objectives through a variety of techniques including improved channel design, sales ROI, sales metrics, sales forecasting, quota allocation, selling models and sales compensation. David is widely recognized by national professional associations and trade publications for his work in linking sales compensation to management's objectives, He is a frequent speaker on sales compensation topics and author of Compensating the Sales Force, The Sales Growth Imperative and The Annual Sales Compensation Almanac (pubilished by McGraw Hill). He is an author and instructor for WorldatWork’s classes on sales compensation and contributes articles and research to WorldatWork publications. Mr. Cichelli holds an undergraduate degree from Pennsylvania State University and a master’s degree from Michigan State University.


Frequently Asked Questions


When does the course start and finish?
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How long do I have access to the course?
How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
What if I am unhappy with the course?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.

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