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Quest Training

Sales Compensation & Incentive Plan Design Training Course

Covers designing sales compensation plans, from fixed and variable pay and commission models to thresholds and incentive curves that reward the right behaviour.

SS · Sales Strategy & Sales Performance ManagementAll Levels#2583ClassroomEnglish , Arabic
Duration
5 Days
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Free substitution at any time · 30+ days' notice: full refund minus 10%. Cancellation policy

Sectors:Sales, Marketing & Customer ExperienceCategories:Sales Strategy & Sales Performance Management

Course Overview

This advanced programme develops the capabilities required to design and manage effective sales compensation and incentive plans that align sales behaviour with measurable commercial outcomes and organisational priorities. The course examines fixed and variable compensation structures, commission and bonus models, performance measures, target setting, payout thresholds, incentive curves, and exception management. It focuses on creating plans that motivate performance while maintaining cost discipline, profitability, fairness, and transparency. Participants will analyse how compensation design influences sales behaviour, target achievement, productivity, opportunity management, and retention of sales talent. The programme also addresses common design weaknesses, unintended behaviours, internal equity, and the financial impact of different incentive structures. Through practical exercises and scenario-based modelling, participants will design, test, evaluate, and refine sales compensation plans. The programme concludes with an integrated workshop covering plan structure, performance measures, payout mechanisms, governance, and continuous improvement.

Learning Objectives

  • Analyse the principles of effective sales compensation and incentive plan design.
  • Align compensation plans with revenue, profitability, growth, and strategic business objectives.
  • Design balanced fixed and variable compensation structures.
  • Select appropriate performance measures for different sales roles.
  • Build clear and measurable commission and bonus plans.
  • Establish payout thresholds, targets, accelerators, and maximum earning levels.
  • Analyse the cost and profitability impact of sales incentive plans.
  • Evaluate internal equity and consistency across roles, territories, and channels.
  • Manage exceptions and plan adjustments resulting from changes in markets, territories, or sales responsibilities.
  • Apply scenario modelling to test compensation plans before implementation.
  • Establish governance and review mechanisms for sales compensation programmes.
  • Optimise incentive plans to improve performance, motivation, and retention of sales talent.

Who Should Attend

This programme is designed for Sales Managers, Sales Directors, Commercial Managers, Sales Operations Managers, Human Resources Managers, Compensation and Benefits Managers, and professionals responsible for designing or administering sales compensation and incentive programmes. It is also suitable for Sales Leaders, Territory and Channel Managers, Workforce Planning professionals, Talent Management specialists, Commercial Analysts, and professionals involved in evaluating sales costs and linking rewards with performance. The programme is particularly relevant to organisations managing multiple sales roles, territories, products, channels, or incentive structures and seeking to create compensation plans that are transparent, commercially effective, financially sustainable, and aligned with business priorities.

Learning Outcomes

  • Evaluate the effectiveness of existing sales compensation structures.
  • Design integrated fixed and variable compensation models.
  • Select appropriate performance measures for different sales roles.
  • Build commission and bonus plans linked to measurable commercial objectives.
  • Establish payout thresholds, targets, accelerators, and earning limits.
  • Model the expected financial cost and profitability impact of incentive plans.
  • Assess internal equity and consistency across compensation structures.
  • Analyse the effect of incentives on sales behaviour, pipeline management, and target achievement.
  • Test compensation plans under different performance scenarios.
  • Manage exceptions and adjustments within incentive programmes.
  • Establish governance and periodic review mechanisms for sales compensation.
  • Develop improvement plans that align incentives with commercial performance and sales talent retention.

Course Outline

Day 1

Sales Compensation Fundamentals & Strategic Alignment

  • The role of compensation in driving sales performance
  • Linking sales compensation with business strategy
  • Components of total sales compensation
  • Fixed and variable compensation
  • Commissions, bonuses, and short- and long-term incentives
  • Principles of fairness, transparency, and consistency
  • Aligning rewards with commercial objectives
  • Compensation differences across sales roles
  • Identifying weaknesses in existing compensation structures
  • Practical Application: Evaluate an existing sales compensation plan and identify improvement opportunities
Day 2

Incentive Plan & Commission Structure Design

  • Defining the objectives of an incentive plan
  • Selecting appropriate performance measures
  • Commission design based on revenue, margin, or strategic outcomes
  • Establishing thresholds and target performance levels
  • Designing accelerators and progressive incentive structures
  • Rewards for target achievement and overachievement
  • Individual versus team-based incentives
  • Designing plans by territory, channel, account, or product
  • Balancing motivation with compensation cost
  • Practical Application: Design a commission and incentive structure for a selected sales role
Day 3

Cost Analysis, Equity & Plan Testing

  • Sales compensation cost analysis
  • Commission and bonus cost modelling
  • Relationship between incentives, revenue, and profitability
  • Assessing behavioural impact of incentive structures
  • Internal and external compensation equity
  • Comparing compensation plans across roles and territories
  • Testing plans under different performance scenarios
  • Analysing expected and unexpected outcomes
  • Identifying incentive design risks
  • Practical Application: Test an incentive plan under multiple performance scenarios and evaluate its financial and behavioural impact
Day 4

Incentive Administration, Performance & Governance

  • Connecting incentives with sales performance management
  • Using performance indicators to determine payouts
  • Managing exceptions and plan adjustments
  • Handling changes in targets, territories, and account ownership
  • Incentives for major deals and strategic accounts
  • Preventing undesirable sales behaviours
  • Approval, governance, and control mechanisms
  • Managing commission and payout disputes
  • Compensation reporting and analytics
  • Practical Application: Resolve incentive exceptions and review a compensation plan from performance and governance perspectives
Day 5

Sales Compensation Optimisation & Continuous Improvement

  • Evaluating compensation plan effectiveness after implementation
  • Measuring incentive programme success
  • Analysing the relationship between incentives and commercial performance
  • Optimising commission and bonus structures
  • Aligning incentives with growth and profitability
  • Supporting retention of high-performing sales talent
  • Reviewing plans in response to market and strategy changes
  • Using scenario analysis to support plan redesign decisions
  • Establishing continuous compensation review cycles
  • Final Workshop: Design an integrated Sales Compensation & Incentive Plan covering compensation structure, performance measures, commissions, bonuses, payout levels, scenario testing, governance, and continuous improvement

Upcoming Dates

Selected date

Istanbul · 24 – 28 May 2027 · Classroom

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CityDatesPrice per ParticipantEarly Bird
DohaScheduled
2 – 6 Nov 2026€4,400—
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DubaiScheduled
8 – 12 Nov 2026€4,400—
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GenevaScheduled
16 – 20 Nov 2026€6,300—
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IstanbulScheduled
23 – 27 Nov 2026€4,700€4,230until 2 Nov
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Kuala LumpurScheduled
30 Nov – 4 Dec 2026€4,400€3,960until 9 Nov
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LisbonScheduled
30 Nov – 4 Dec 2026€5,400€4,860until 9 Nov
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LondonScheduled
7 – 11 Dec 2026€5,600€5,040until 16 Nov
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MadinahScheduled
14 – 18 Dec 2026€4,200€3,780until 23 Nov
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MadridScheduled
21 – 25 Dec 2026€5,400€4,860until 30 Nov
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MakkahScheduled
28 Dec 2026 – 1 Jan 2027€4,200€3,780until 7 Dec
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ManamaScheduled
4 – 8 Jan 2027€4,700€4,230until 14 Dec
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MarbellaScheduled
11 – 15 Jan 2027€5,400€4,860until 21 Dec
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MilanScheduled
11 – 15 Jan 2027€6,000€5,400until 21 Dec
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MunichScheduled
18 – 22 Jan 2027€5,400€4,860until 28 Dec
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MuscatScheduled
25 – 29 Jan 2027€5,300€4,770until 4 Jan
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OnlineScheduled
31 Jan – 4 Feb 2027€1,700€1,530until 11 Jan
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ParisScheduled
8 – 12 Feb 2027€5,700€5,130until 18 Jan
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RabatScheduled
15 – 19 Feb 2027€4,300€3,870until 25 Jan
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RiyadhScheduled
22 – 26 Feb 2027€4,200€3,780until 1 Feb
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RomeScheduled
1 – 5 Mar 2027€5,800€5,220until 8 Feb
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SalalahScheduled
1 – 5 Mar 2027€5,300€4,770until 8 Feb
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Sharm El-SheikhScheduled
8 – 12 Mar 2027€4,300€3,870until 15 Feb
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ViennaScheduled
15 – 19 Mar 2027€5,700€5,130until 22 Feb
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AmmanScheduled
21 – 25 Mar 2027€3,100€2,790until 1 Mar
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AmsterdamScheduled
29 Mar – 2 Apr 2027€5,400€4,860until 8 Mar
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BakuScheduled
5 – 9 Apr 2027€4,800€4,320until 15 Mar
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BarcelonaScheduled
12 – 16 Apr 2027€5,400€4,860until 22 Mar
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CairoScheduled
19 – 23 Apr 2027€3,300€2,970until 29 Mar
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CasablancaScheduled
19 – 23 Apr 2027€4,300€3,870until 29 Mar
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DammamScheduled
26 – 30 Apr 2027€4,200€3,780until 5 Apr
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IstanbulScheduled
24 – 28 May 2027€4,700€4,230until 3 May
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Available in: Istanbul · Dubai · London · Riyadh · Doha · Amsterdam

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