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.
- 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.
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.
StartYour Instructor: David Cichelli (1:55)
StartModule 1: Sales Compensation Drivers (40:08)
StartModule 2: Two Types of Sales Jobs (18:34)
StartModule 3: Sales Compensation Principles (76:06)
StartModule 4: Small Sales Team Challenges (10:47)
StartModule 5: Formula Types (83:05)
StartModule 6: Formula Engineering (28:45)
StartModule 7: Formula Examples (31:14)
StartWrap Up (1:41)
StartAbout the Alexander Group (5:36)