Designing and Implementing Effective Sales Compensation Plans

Incentive compensation anchors many firms’ sales performance management efforts. Designing effective sales compensation plans is no small challenge for organizations of any size, and SMA’s research shows that fewer than half of firms are effective in sales incentive design.

In this session we cover the most important aspects of designing and implementing effective incentive compensation plans for the sales force. Topics include:

• The principles of sound sales compensation design
• How to align sales compensation plans with business strategy
• Best practices for sales compensation implementation and adjustment

This workshop earns credit toward The Sales Management Association's certifications in sales operations and sales management.