Marketing & Sales > Sales Force Incentive Compensation
Sales Force Incentive Compensation: Design and Implementation for Maximum Impact
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| Upcoming Sessions |
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cancelled
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| Key Benefits |
| During this program, you will learn to: |
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Understand how incentives fit into the sales management system |
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Indentify changes in the selling environment that may precipitate a change in your incentive plan |
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Learn about and assess your plan using the 3-C's framework |
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Explore effective incentive plan components |
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Explore ways to balance the incentive plan for motivation, complexity, and fairness |
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Discover techniques to predict plan consequences before implementation |
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Find out how to set appropriate quotas |
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Anticipate long-term incentive problems before they become difficult to overcome |
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"Great program! It provides interaction and real-life applications that really expand your knowledge on different options that are being used across industries. "
Supervisor, Sales Analysis, TAP Pharmaceuticals, Inc. |
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© Nathan Mandell |
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Watch Video: Professor Andris Zoltners
Incentive compensation is not just a way to reward the sales force - it is a way to communicate and implement your strategies. By tailoring the incentive plan, you can steer your sales team to achieve specific goals, and exert a profound impact on your organization. In a collaborative learning environment utilizing lecture, discussion, case analysis, and hands on problem-solving exercises, Kellogg School's faculty will help you understand the major issues and latest approaches for incentive plan design and implementation in order to enhance sales team performance.
View the faculty
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Format
Discussion,
case analysis, and exercises facilitate participation
and involvement in the seminar. In the evenings, participants
work in study groups to prepare for the next day's case
analyses.
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Who
Should Attend
Find out who should attend Sales Force Incentive Planning, and what past participants have said about the course. |
