Show navigation

Available in:

OnDemand Webinar
Audio & Reference Manual
MP3 Download

Best Practices in Commission Pay Plans

Make sure your commission plan is effective in retaining and attracting key employees and learn how you can improve it.

There are few management tools that work as well in recruiting, directing, motivating and retaining sales people as a strong commission plan. This is critical because sales people are often highly paid, remote from headquarters and entrusted with customer relationships (very valuable assets). A properly designed commission plan clearly and personally communicates the strategy of the organization to resources that have direct impact on financial performance. The design and deployment of a new commission plan can create a 5-10 percent uplift in revenue in a single year. However, mistakes in commission plan design are quite common and can have disastrous effects on performance. Help your company avoid sales force turnover, dissatisfied customers, runaway expense and in worst cases, litigation, by understanding the core elements and decisions in commission design, management and optimization. Aon Hewitt's Sales Force Effectiveness Practice leader will introduce a framework to help make large, complex, cross-functional decisions about commissions smaller and simpler. This material will also use real company examples to highlight best and worst practices.

Runtime: 89 minutes
Purchase Options

More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Issues With Commissions in Today's Market

Methods and Metrics for Commission Program Assessment

  • Root Business Issues
  • Building a Scorecard From Guiding Principles
  • Gaining Consensus on Redesign

Steps to Strategic Commission Plan Design

  • Competitiveness - Level, Mix, Upside
  • Execution - Eligibility, Performance Metrics, Goals, Formula Mechanics
  • Administration - Crediting Rules, Payment Frequency, Policies

Broader Governance of Commission Plans

  • Accuracy
  • Accountability
  • Alignment

Questions and Answers

Purchase Options

More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This program format does NOT qualify, nor meet the National Standard for NASBA accreditation.

Audio & Reference Manual

This program format does NOT qualify, nor meet the National Standard for NASBA accreditation.

MP3 Download

This program format does NOT qualify, nor meet the National Standard for NASBA accreditation.

Purchase Options

More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Scott Sands

Scott Sands

Aon

  • Sales Force Effectiveness Practice leader for Aon, a global consulting firm with 60,000 employees
  • More than 20 years of experience in professional services and specific expertise in market segmentation, sales process improvement, sales organization design, sales role definition, goal and quota allocation, and incentive plan design
  • Consulted with companies in technology, pharmaceutical, insurance, banking, energy and professional services industries
  • Co-wrote Sales Compensation Essentials, the WorldatWork’s bestselling book of 2006 on the subject, and speaks at many national conferences
  • M.B.A. degree, focus in marketing and organizational effectiveness, The University of Texas; B.E. degree in electrical engineering and mathematics, Vanderbilt University
  • Can be contacted at 404-276-7876 or [email protected]
Purchase Options

More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

All of your training, right here at Lorman.

Pay once and get a full year of unlimited training in any format, any time!

  • Live Webinars
  • OnDemand Webinars
  • MP3 Downloads
  • Course Manuals
  • Audio Recordings*
  • Executive Reports
  • White Papers and Articles
  • Sponsored Live Webinars

Additional benefits include:

  • State Specific Credit Tracker
  • Members Only Newsletter
  • All-Access Pass Course Concierge

* For audio recordings you only pay shipping

Questions? Call 877-296-2169 to speak with a real person.

Sign Up Today
With This Course

Access to all training products for one year
$699/year

Unlimited Lorman Training

With the All-Access Pass there is no guessing what you will need for your yearly training budget. $699 will cover all of your training needs for an entire year!

Easy Registrations

Once you purchase your All-Access Pass you will never be any further than one-click away from attending any Lorman training course.

Invest in Yourself

You haven't gotten to where you are professionally by luck alone; it's taken a lot of hard work and training. Invest in yourself with the All-Access Pass.

Product ID: 399714
Published 2017
Purchase Options

Available in Multiple Formats

Purchase this course and learn on your schedule!