Sales Compensation and Incentive Design
A commission plan is the clearest instruction a sales team ever receives, and it is usually written without anyone working out what behaviour it will actually produce. This course covers designing plans that pay for the right results.
Course outline
What this programme covers, module by module.
- 01The clearest instruction a sales team ever receives
- 02Pay mix, base and variable across different selling roles
- 03Measures salespeople can actually influence
- 04Quota setting and fairness across unequal territories
- 05Accelerators, caps, windfalls and clawbacks
- 06Modelling plan cost and payout distribution before launch
- 07Changing a plan mid year without losing the team
What you will gain
- Set the pay mix appropriate to the selling role
- Choose measures the salesperson can genuinely influence
- Build quotas that are fair across different territories
- Handle accelerators, caps and windfall deals
- Model the cost of a plan before launching it
- Change a plan without destroying trust
Who should attend
- Sales directors and managers
- Human resources and reward professionals
- Finance staff costing incentive plans
- Business owners paying commission
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 2 to 3 Nov 2026 | Johannesburg | 2 Days | R10,000 | |
| 23 to 24 Nov 2026 | London | 2 Days | US$1,100 | |
| 7 to 8 Dec 2026 | Dubai | 2 Days | US$1,100 | |
| 11 to 12 Jan 2027 | Pretoria | 2 Days | R10,000 | |
| 1 to 2 Mar 2027 | Durban | 2 Days | R10,000 | |
| 26 to 27 Apr 2027 | Cape Town | 2 Days | R10,000 | |
| 5 to 6 Jul 2027 | Johannesburg | 2 Days | R10,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R10,000 per delegate
- Duration
- 2 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
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