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Nuclio Learning

Compensation Planning for Sales Teams

  • Intermediate

Learn how to structure a compensation plan for your sales team by mastering key strategies to incentivize and motivate your team. This course will transform your ability to design strategic compensation plans, aligning remuneration with business objectives.

  • Compensation plan definition
  • Sales team structure
  • Sales objectives and compensation relationship
  • Commission calculation frameworks
  • Commission management and validation

Overview

The course provides a comprehensive understanding of the importance of a well-defined compensation plan, the steps to structure team compensation, and the tools for commission calculation. It covers practical aspects such as managing the calculation process, considering variables like commission caps, payment timing, and legal risks, and introduces software for automating the process.

  • Web Streamline Icon: https://streamlinehq.com
    Online
    course location
  • Layers 1 Streamline Icon: https://streamlinehq.com
    Spanish
    course language
  • Professional Certification
    upon course completion
  • Self-paced
    course format
  • Pre-recorded classes
    delivered online

Who is this course for?

Sales Managers and Directors

Professionals responsible for overseeing sales teams and interested in optimizing team performance through effective compensation plans.

HR Executives

Human Resources professionals looking to understand and implement sales compensation strategies to retain talent and align with business goals.

Operations and Finance Professionals

Specialists in commercial operations and finance who are involved in the structuring of sales incentives and commissions.

Why should you take this course?

Business

By enrolling in this course, you will become a visionary leader capable of aligning compensation with business goals. You will learn to design strategic compensation plans that not only optimize team performance but also enhance employee retention and company competitiveness in the job market.

Pre-Requisites

1 / 3

  • Understanding of basic sales concepts and structures

  • Experience in team management or human resources

  • Interest in improving sales team performance and motivation

What will you learn?

Why it is important to correctly define a good compensation plan
Importance in the definition of the compensation plan, context and key benchmark figures explanation, and explanation and definition of different positions in sales teams and why we must define a compensation plan.
Different steps to structure your team's compensation
What metrics are taken into account and those that will help improve the NSM (North star metric) and profitability of the company, different examples of how sales objectives can be defined and their relationship with compensation, explanation of different calculation frameworks used according to the sector, type of position, etc.
Aspects to consider for the variable compensation plan to be a success
How to manage the calculation and validation process of commissions, other variables to take into account: Benefits and disadvantages of capping commission, timing of payments, Spiffs, formalization, and legal risks.
Tools for calculating commissions
Profitability Calculator: Explain how to design a calculator to analyze the profitability of commercial teams, Calculator to determine the commission result: Demonstration of how a calculator can be designed with a spreadsheet, Software to automate the process: How ICM software can help improve productivity and motivation.

Upcoming cohorts

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