Course Description: Sales Incentive Compensation Design for higher performance

Get Fee Schedule, Registration Form, Etc. By Email: [email protected]; OR

By Phone: +233(0)24-267-7015 OR +233(0)50-332-7127 OR +233-20-142-6718 Page 1 of 11 Pages

Presenting

Action-Oriented Professional Development In:

Sales Incentive Compensation Design

For Higher Performance And Impact:

Practical Essentials

For The Competitive Edge

Practical, High-Impact, Solutions-Oriented,

Professional Skill-Building Sessions

In

Accra-Tema, Ghana, West Africa

Dates: Please See Attached ‘List And Schedule Of Current

Course Offerings’



TABLE OF CONTENTS

# SECTION (Click On The Link To Go To The Section

A. Course Description Details: Sales Incentive Compensation Design For Higher Performance And Impact: Practical Essentials For The Competitive Edge

B. Who We Are & Who Are Our Learning Facilitators

C. Our Approach

D. Alternative Service Delivery Formats

E. Notes, Contacts, & Deadlines For Fee Payments



Course

Description

Details



COURSE TITLE

Sales Incentive Compensation Design For Higher Performance And Impact:

Practical Essentials For The Competitive Edge

COURSE DURATION & CONTACT HOURS Duration: Please Refer to list and schedule of current course offerings for number of duration days. Each day typically runs from 8:30 am to 3:30 pm with snack breaks and a lunch break

TARGET PARTICIPANTS Role Types: CEOs, Sales Leaders & Managers, CSOs, CFOs, CHROs, Etc.

Company Sectors: Banking, Asset/Portfolio Management, Insurance, Financial Services;

Telecommunications ITC/Tech; Medical and Pharmaceutical Products, Devices, and Services;

FMCGs; Oil & Gas Marketing & Sales (OMCs); Hotel, Hospitality, Tourism; Wholesale &

Retail; Etc.

INTRODUCTION Introduction: Sales Incentive Compensation is a major driver of revenues, market share, profits, product / service life, and other key results of business. Yet the design and execution of Sales Incentive Compensation are often characterized by numerous challenges, weaknesses, and inefficiencies that defeat their very purpose, frustrate salespeople, and create unintended negative consequences. Rewards for persons in sales roles need to be unique and very, very different from rewards for persons in non-sales roles. This practical seminar aims to address essentials of the context, creation, content, connections, calculations, costs, communication, courses, consequences, cycles, etc., etc., necessary for High(er) Performance and success from Sales Incentive Compensation design and implementation. Upon active and diligent completion of this course, participants should be able to: Sectors: Practical examples and case studies will be drawn from multiple sectors: Banking, Asset Management, Insurance, & Other Financial Services; Telecommunications & Technology; Medical and Pharmaceutical Products, Devices, and Services; Oil & Gas Marketing & Sales (OMCs); Hotel & Hospitality; Wholesale & Retail, etc.



COURSE TITLE


Practical Essentials For The Competitive Edge

IMPORTANCE & SCALE OF SALES COMPENSATION

The importance and scale of Sales Compensation may be gleaned from the following broadly indicative items:

Over $800 Billion a year! That is how much is spent on Sales Compensation alone in the USA!

Over 300% BIGGER than Advertising spend! Sales Compensation Expense is more 3 times BIGGER than all the money spent on Advertising in the very hyper-commercial USA!

BIGGER than the US Defense spending! Sales Compensation Expense is BIGGER than the annual Defense spending of the USA!

11.5% of Revenue! Sales Compensation Expense was 11.5% (an increase from 10.7% of Revenue) in a recent report.

PRACTICAL BEHAVIORAL OBJECTIVES & SKILLS

Upon active and diligent completion of this course, participants should be able to: A. Design and execute Sales Incentive Compensation programs that deliver Higher

Performance! B. Align Sales Incentive Compensation Design With Company Strategy and Sales Goals; C. Perform comprehensive diagnostics necessary for customized, fit-for-purpose design of Sales Incentive

Compensation plans; D. Assess and pinpoint the causes of failure in Sales Incentive Compensation Design and execution;

Determine what is not working, why, and how to fix them; E. Determine the feasibility of inclusion and exclusion of various features of Sales Incentive Compensation

Design; F. Analyze a variety of key macro-environmental factors as necessary for preparing successful custom-

designed Sales Incentive Compensation Design; G. Analyze a variety of key micro-environmental factors as necessary for preparing successful custom-

designed Sales Incentive Compensation Design;



COURSE TITLE


Practical Essentials For The Competitive Edge H. Develop a hierarchy of links among the following key macro-environmental factors as necessary for

preparing successful custom-designed Sales Incentive Compensation Design: Business Model, Business Strategy, Product/Service Models, Organization Structure, Marketing, Sales Management, Sales Force Design, Sales Job Design, Types of Sales Roles, etc.;

I. Develop and deploy the comprehensive Compensation Program Approach in Sales Incentive Compensation Design;

J. Leverage insights and key technical distinctions among the following decision parameters in developing superior customized Sales Incentive Compensation Design: Compensation Philosophy, Compensation Strategy, Compensation System, Compensation Mix, Compensation Policy Line(s), Compensation Structure;

K. Develop and deploy appropriate Sales Incentive Compensation Implementation & Communications; L. Develop and deploy Sales Incentive Compensation Monitoring, Metrics, Measurements, and Evaluation; M. Develop reports based on assessment of effectiveness of implementation of Sales Incentive Compensation

programs; N. Design, develop and deploy Sales Incentive Compensation programs for a variety of situations in including

the following: Changing Strategy; Product Life Cycle Variations; New Sales Roles; SPIFFs, etc.; O. Design, develop, and deploy industry- and sector-specific Sales Incentive Compensation programs for a

variety of settings: Fast Moving Consumer Goods, Telecommunications, Banking & Financial Services, Real Estate, Automotive Sales, Manufacturing, Durable Goods, Hotel and Hospitality, etc.;

P. Develop industry-specific problem-solving skills by leveraging insights from multiple case studies in Sales Incentive Compensation Design;

Q. Develop and update comprehensive Sales Incentive Compensation Plan Descriptions to address specific needs of a company.

TOPICS COVERED

An indicative list of topics to be covered include the following: Introduction To, And Importance of, Sales Compensation

Macro Context / Environment Of Sales Compensation

Micro Context of Sales Compensation

Motivation: Characteristics & Motivation of Sales Persons and Sales Teams

Design Fundamentals: See Details Of Sub-Topics For This Section Further Below

Master Plan: Sample Sales Incentive Plan Document

Mastering Design Fundamentals Through Examples, Excel, Case Studies, Practice, & Other Applications

Takeaways Of Sales Incentive Compensation Design



COURSE TITLE


Practical Essentials For The Competitive Edge Topics Covered (Continued): Design Fundamentals Section Sub-Topics

1. Method To The Madness: An Overview Of Design Steps 2. Membership Of Design Team 3. Mission-Vision-Strategy-Structure-Staff-Systems-….Context Of Design: …

Strategy, Sales Force Structure & Alignment, Etc. 4. Measures Of Performance: Main Measures Aligned To Strategy 5. Makeup & Meanings Of Design Components: Elements, Dimensions, And

Definitions Of Sales Incentive Compensation Design 6. Mix: Relative Value Of Fixed To Variable Elements Sales Compensation 7. Min-Med-Max Metrics Of Goal Setting: Threshold, Targets, Excellence 8. Mechanics: Matrices, Multipliers, Multiple Rates, Momentum, & More 9. Motivational Dimensions 10. Money: Show Me The Money – Simplifying The Basic Math For Individual

Sales Persons 11. Messaging: The Sales Incentive Plan And Supporting Communications 12. Making It Happen: Execution, Execution, Execution 13. Monitoring And Managing Performance 14. Making Good On The Promise: Paying The Sales Incentive Compensation 15. Managing (Back To) The Future

FEES

Fees Per Participant: Please refer to attachment For Fees Of Current Course Offerings What The Fees Cover: Fees cover tuition / facilitation, course materials, snacks, lunch, and a Certificate of Active Participation to be issued upon completion of full, diligent, and active participation. Back to Table Of Contents



WHO ARE WE &

WHO ARE OUR LEARNING FACILITATORS?

We are Industry-seasoned, Practical, Hands-On, Solutions-Oriented Management Advisors with specialization in Sales Compensation, Total Rewards (Compensation, Benefits, etc.), High-Performance Management, Human Capital Strategy, Human Resource & Talent Management. As needed, we work with a number of industry-seasoned associates who mirror our values and approach. Our Principal Advisor & Lead Facilitator holds the regionally-rare Certified Compensation Professional (CCP) qualification from WorldatWork, The leading Global Association for professionals in Compensation and Total Rewards, with the following additional qualifications, among others:

OVERVIEW: Over 25 years of experience in developing solutions for multi-national corporations and other organizations in Africa, Europe, North America, Middle East, and Asia;

SECTORS: Oil & Gas / Energy; Banking, Asset Management, Insurance, & Financial Services; Telecommunications and Technology; Mining / Resource Development; Integrated Marketing Communications; Consulting / Professional Services; Manufacturing; Real Estate; Healthcare; Education; Diversified Public Sector And State-Owned Enterprises, etc.;

ROLES: In addition to Direct Advisory roles to Boards, CEOs, Senior Executives and Management, the Lead Facilitator has extensive direct experience in industry as a Head, Director, Manager, Leader, and/or Specialist in Sales Compensation, Compensation, Total Rewards, Human Capital, Performance Management, Leadership & Professional Learning & Development, Talent & Human Resource Management, Direct Sales, Strategy, etc.;

EDUCATION: Graduate Education at University of Minnesota (USA), IESE (Spain), & London School of Economics (UK) with specialization in Compensation and Reward Systems, Change Management, and Human Resources Management. Undergraduate education at University of Ghana (Legon) with specialization in Business Administration;

LEARNING FACILITATION & FACULTY ROLES: Extensive experience in solutions-oriented facilitation of Learning & Development in programs for Boards, Senior Management, Leaders, and Professionals from numerous companies in the Private Sector, as well as Non-Profits, and Public Sector. Extensive experience in faculty roles in Graduate, Senior, & Executive level courses in multiple universities, with heavy emphasis on industry-relevant skill-building in problem-solving (developing and implementing solutions to real-world problems) using case studies, simulations, and practice relevant to learner contexts: companies, cultures, countries, continents, etc.

FACILITATION STYLE: Facilitation leverages hands-on, practice-based, problem-solving approaches and other wealthy experiences and styles so that participants are uniquely prepared to become real leaders of sustainable Change!

Back to Table Of Contents



OUR APPROACH

As needed, we work with a number of industry-seasoned associates who mirror our values and approach:

PRACTICAL SOLUTIONS: We bring Results-oriented, Practical / Hands-on, Professional, Innovative, Realistic, Actionable Solutions to organizational challenges. We use a variety of methods (including locally relevant case studies and simulations) to help you develop essential problem-solving skills. We do NOT believe in the predominantly theoretical, textbook drivel served in some circles.

PROVEN EXPERIENCE: We draw from proven practices, sound principles, and insights from successful personal experiences from multiple sectors in North America, Europe, Middle East, Asia, and Africa.

FIRST-HAND, HANDS-ON, REAL WORLD INDUSTRY EXPERIENCE: Facilitators have First-hand, Hands-on, Real-world, Industry experience (NOT just academic or classroom skills).

TRANSFERABLE & ADAPTABLE SOLUTIONS: Our approach benefits truly serious companies and participants who want to acquire Transferable & Adaptable Solutions (actionable strategies, tactics, techniques, tools, etc.) relevant to current and anticipated situations (our courses are NOT just for certificates of attendance!).

INTERACTIVE, PARTICIPATIVE LEARNING: We prefer relatively small class sizes, the better to ensure more effective interactions, participation, simulations, sustained learning, and transfer of knowledge to deliver results.




ALTERNATIVE SERVICE DELIVERY FORMATS

We also deliver advisory services and learning & development programs in formats that suit your company’s needs / situation: for example – Comprehensive Advisory Engagements (for full spectrum

of Diagnosis, Design, Development, Delivery/Deployment, Data/Evaluation Management, With Implementation Support, etc.);

Limited Scope Advisory Engagements (for any combination of Diagnosis, Design, Development, Delivery/Deployment, Data/Evaluation Management, or Implementation Support, etc.);

Short Term Contracts As Hands-On, In-House Executive Assignments (e.g. Staff On Loan);

Highly Customized, Hands-on, Skill-Building, Problem-Solving, Intervention Workshops;

In-House Seminars (Customized or general); Corporate Club & Industry Group Seminars &

Workshops; Individualized & Small Group Executive Learning &

Development, Coaching, and Tutorial Sessions.




*Notes, Contacts, & Deadlines For Fee Payments Registration

NOTES Discounts for early registration and for sponsors with two (2) or more participants.

Schedules & Fees Subject to change at relatively short notice.

In case the event is cancelled, refunds will be made to the person or institution from which payment was received, not to third parties.

We reserve the right to cancel events for which we do not receive sufficient number of applications by the deadline.

CONTACTS Get Details, Fees, & Registration From The Registrar at:

o email: [email protected]; o Phone: +233(0)24-267-7015, OR +233(0)50-332-7127

OR +233-(0)20-142-6718. DEADLINES FOR PAYMENT OF FULL FEES

Deadline For Full Fees To Confirm Registration: Seven (7) Calendar Days BEFORE the start date

for each course Note: Limited Space. First-Paid, First In Basis


mailto:[email protected]