Title Image

Strategy and Design Application: Course Topics

Strategically Managing Sales Compensation Plan Design

  • Business Environment and Market Changes that Affect Design
  • Aligning Organizational Strategy and Compensation Plans
  • Guiding Decision Making About Sales Compensation Plans
  • Design Team Roles and Responsibilities
Applying Plan Mechanics

  • Groundwork Decisions Affecting Plan Mechanics (*)
  • Sales Plan Mechanics and Their Uses
  • Tying Plan Provisions to Selling Situations and Sales Goals


(*) Groundwork Decisions (such as performance standards, sales eligibility, territories and quotas, segmentation, and others)

that affect the application of plan mechanics.