provides CE (continuing education), professional development, and designation study courses for Sales Professionals
Course/Product Description

Sales Compensation Plan Design

Date / Time: Recorded
Format: Audio Conference

Sales compensation often has a direct and measurable link to company success. On the other hand, a poorly designed plan can have disastrous results including: incenting the wrong behaviors, encouraging top performers to leave, or rewarding less capable sales people.

In this live webinar, Mr. Rataj will discuss the process and key elements associated with designing a sales incentive plan. For many, sales compensation is clouded in mystery. Using a step-by-step approach, he will unravel the mystery and make a successful sales compensation plan design possible.


Compensation Economics 101

Why Sales Compensation?

  • Market Competitive
  • Drive Results
  • Pay "Winners Like Winners and Losers Like Losers"
Sales Compensation Plan Design Process
  • Eligibility
  • Target Total Cash Compensation
  • Mix and Leverage
  • Performance Measures and Weights
  • Performance Scaling
  • Plan Mechanics
  • Formula Type
  • Performance and Payment Periods
  • Modifiers

Edward R. Rataj CCP, CECP
  • Managing director of compensation consulting in the Human Capital Services Practice of CBIZ, Inc.
  • More than 19 years of experience in the area of human resources, focusing on designing innovative compensation programs
  • Certified compensation professional
  • Certified executive compensation professional
  • Often quoted as an expert in the area of compensation in the Wall Street Journal, Smart Money magazine, and
  • Assists clients in the design and implementation of strategic base salary and incentive programs
  • Prior to joining the firm, served as a compensation consultant for Mellon (formerly known as Buck Consultants) and was employed by William M. Mercer
  • Expertise includes designing market-based and job evaluation-based compensation programs, linking pay with performance, pay structures and compensation surveys, as well as developing policies and procedures
  • Past president of the St. Louis Compensation and Benefits Network
  • Graduate, University of Miami (Ohio)
  • Member of WorldatWork (formerly known as the American Compensation Association)

Cannot Attend The Live Presentation?

This presentation is also available in a recorded format, in CD version, as shown in the pricing options below.

About Webcasts / Audio Conferences / Podcasts:

Webcasts, audio conferences, and podcasts are presentations that you attend via the Internet, phone, or mobile device at a specified date and time for "live" versions, or at your convenience for "recorded" and "On-Demand" versions.

The live versions are interactive, meaning that participants can ask questions in real time, plus are a very cost-effective form of training because 1) you receive fast, convenient learning without any out-of-office time; 2) you can invite as many colleagues as you'd like to listen in on a single phone line; 3) you incur no travel expenses; and 4) you and your colleagues are back at work immediately after the session ends!

And though with recorded versions you do lose the ability to ask questions, you gain the ability to hear the presentation numerous times and to share it with others in your office.

Handout materials and the phone number for live presentations are made available to you prior to the event via email from the presenter and from the "MyAccount" link on the menu bar. Copies of the presentations are included with recorded versions.

About The Provider: Lorman Education Services has provided educational seminars and online training for professionals since 1987.

Since then, we've kept thousands of professionals in the United States and internationally current on the most pressing topics in a rapidly changing marketplace of ideas. Like you, we understand the need for concise, accurate information.

That understanding underlies each Lorman course, presenting the latest information on the laws and regulations critical to your organization's successful daily operations.

Moreover, each course receives our painstaking attention to be certain both the faculty and participants receive the individual attention necessary to achieve maximum benefit from the materials.
More Info: Contact Us For More Information
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