Korn Ferry


Live Certified Sales Compensation Professional Prep Course (CSCP)

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This live, certified sales compensation preparation prep course, provides the essential concepts, information, understandings and material to ensure that those who make the investment in becoming certified have been adequately prepared to take the certification test. The course follows a logical sales compensation assessment and design order and covers all of the key areas needed to pass the course.

The virtual classroom setting environment is structured in two 90 minute increments that covers key modules of sales compensation assessment and design. There is no pre-work and attendees will receive a study guide to use in preparation for the exam. This class is offered once per quarter.

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: January 9th and January 11th 1:00 – 2:30 PM ET

Cost: Complimentary


Can't attend the October session? Register for one of our upcoming 2018 courses:

Course Overview:

Module One: An Overview of Incentive Design Process

  • Purpose of sales compensation
  • Key sales compensation terms
  • Incentive compensation methods

Module Two: Influences on Sales Compensation Design

  • Drivers of sales compensation design
  • Go-to-market strategy
  • Sales channels

Module Three: Design Components

  • Eligibility
  • Target cash compensation
  • Pay mix
  • Calculation methods
  • Performance measures
  • Performance and payout arrangements

Module Four: Plan Refinement and Testing

  • Calculating formulas
  • Quota setting
  • Testing of plans

Module Five: Plan Implementation

  • Terms and conditions
  • Plan qualifiers
  • Employee admin
  • Tracking and payment

Module Six: Assessing Plan Effectiveness

  • Plan evaluation
  • Assessing plans
  • Analytics

Module Seven: Test Structure and Exam Taking Tips

  • Test topic areas
  • Test taking strategies
  • Areas to look out for
  • Test Tips from first time passing CSCPs