Korn Ferry


Sales Compensation 101: Understanding Sales Compensation Essentials

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New to sales compensation or just need a quick refresh? This WorldatWork Sales Compensation 101 class, led by sales compensation expert Joseph DiMisa, CSCP, from Korn Ferry Hay Group, gives you the step-by-step road map you're looking for to advance your sales compensation knowledge.

When it comes to compensation programs, sales compensation has its own specific set of nuances. This course guides you through the incentive-based compensation world by offering an orientation to essential concepts and design approaches to ensure you understand the underlying issues of sales compensation. An easy-to-reference guide explains foundational information in today's terms using clear, helpful visuals.

By the end of class, you'll have a solid understanding of key sales compensation issues, including how to set target pay levels, market pricing, performance measures, payout formulas, quota setting and administration. You'll also understand how to evaluate sales cycles, as well as plan for future ones.

Instructor and facilitator: Joseph F. DiMisa, Senior Client Partner, Korn Ferry Hay Group, WorldatWork Faculty Member and CSCP

Joseph Dimisa leads the sales effectiveness practice for Korn Ferry Hay Group Consulting, where his areas of expertise include working with companies to develop and implement direct and indirect compensation plans, sales strategies, and sales effectiveness programs. He has more than 20 years of experience working with high-tech, software, financial services, life sciences, industrial, retail/ecommerce and manufacturing companies.

  • Author of best selling book - The Fisherman's Guide to Selling
  • Author of Opening the Best Practices Closet - Sales Compensation Made Simple
  • Certified WorldatWork C5 - Elements of Sales Compensation and C7 Strategic Sales Market Pricing
  • CSCP trainer/course designer

Date: August 14th and 16th, 12:00-2:00 pm ET