Executive Education

Kellogg School of Management

Marketing & Sales  >  Sales Force Incentive Planning

Sales Force Incentive Planning: Compensating for Results

Related Programs
  Energizing People for Performance
  Accelerating Sales Force Performance
  Kellogg School Summit for Sales Executives
 

Upcoming Sessions
  October 26-29, 2008
$ 5,500
   
Key Benefits
During this course, you will:
Assess your current incentive compensation plans
Benchmark your plan against lessons learned from numerous incentive plan implementations
Explore the latest methods for designing an effective compensation plan
Discover techniques for testing plans prior to implementation
Discuss approaches for implementing new designs in your compensation programs
Analyze the systems for compensation plan administration
Identify changes in the selling environment that may precipitate change in your compensation plan
Learn how to set appropriate quotas for members of the sales team
 
"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.
students in class
© Nathan Mandell
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Gain the tools necessary to create incentive plans that will empower your sales force and profoundly impact your organization. Compensation plans are more than just rewards - they are strategies. By tailoring an incentive compensation plan, you can indirectly steer your sales teams toward specific goals.

Through discussions, case analysis, and exercises, Kellogg Marketing Department faculty and leading sales force compensation experts help you understand the major issues and latest approaches to designing and implementing effective, motivational sales force incentive plans, and for monitoring team performance to measure results.

Topics include components of the compensation plan, measurement methods for sales force compensation, drivers of sales force performance, approaches to setting quotas, and implementation techniques.

View the faculty

Program Content

Accelerating Sales Force Performance

Plan Assessment and Objectives

Compensation Plan Design

Goal and Objective Setting

Plan Testing and Selection

Sales Force Motivation

Implementing Compensation Programs


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.

Who Should Attend
Find out who should attend Sales Force Incentive Planning, and what past participants have said about the course.

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