A fundamental component of reward management and HR is designing your compensation for Sales employees to really drive performance to achieve your sales targets. Rather than make changes, HR and reward professionals try to fit the ever-changing needs of their sales employees into a system that may not have been reviewed for many years. This course will touch on all areas of “Sales Compensation”, including basic salary structures and SIPs (Sales Incentive Plans).
The aim of this course is to enable you to design and deliver effective SIPs and commission schemes to attract, motivate and incentivise your sales staff, and get a better understanding of the latest best practice approaches for SIPs. This course covers the key areas in the compensation and incentives package that enable employers to adopt best practices and compete more effectively in the war for sales talent whilst achieving cost-effectiveness for the employer.
You will gain an understanding of the latest and most effective approaches for managing the pay and incentives for employees in the sales department, and give practical guidance to enable you to implement your own plans, and achieve better business results, including how to adjust the basic salary payscales (downwards) and the on-target incentive (upwards) and consequently the on-target total cash earnings (upwards), and finally design and implementation.
Who Should Attend
This course is designed for everyone who requires an in-depth knowledge of working with and managing salary structures and compensation and reward issues for the sales force. This includes both HR generalists and C&B specialists, and all professionals who work in HR at all career levels and all specialists who work in Compensation and Benefits, at both an “intermediate” and “advanced” level, as well as Sales Managers who need to know about “SIPs” and “Compensation for Sales”.
Benefits of Attending
- Increase your business performance and employee effectiveness throughimplementing advanced compensation and reward systems
- Discover practical steps for designing and implementing SIPs (Sales Incentive Plans)
- Develop solutions for your own compensation and reward issues and challenges for your sales force based upon practical case studies and course discussions
Robert Mosley was awarded the “Global HR Leadership Award” in 2017 by the World HR Congress to recognise his iconic contribution to the global C&B community over the past decade. He is truly one of the leading HR trainers in the world today, and he is currently in the “Global Guru #500 List” (covering all subjects, not just HR).
Robert is widely recognised in many industries and countries as one of the leading global experts on compensation and benefits and is also a leading expert in the more general fields of human resources and performance management. His main areas of expertise and specialism are in the fields of job analysis, job descriptions, job evaluation, grading schemes, pay structures, allowances, bonuses and incentives, industrial relations and collective agreements, e-HR systems, performance management, performance appraisals, and all issues on compensation and benefits globally, especially in the GCC and Asia having worked in these regions for over 25 years.
Robert was born and educated in London, UK and he graduated with a master’s degree in Mathematics from Oxford University, UK in 1983, and then obtained his MBA in Business Studies from London Business School, UK, and Chicago Business School, USA in 1985. He then became a member of the Chartered Institute of Personnel and Development, UK with an FCIPD qualification, after deciding to focus on HR.
Robert has over 30 years of experience in HR and C&B, and he developed a detailed interest in compensation and benefits when he was employed by Hay Group (Hay Management Consultants) in the UK and UAE from 1985-1990, during which time he became a recognised expert on HR issues in several industries, and did HR consulting work in over 20 countries, mainly in the areas of compensation and total rewards. On leaving Hay Group, he joined Emirates Group and Emirates Airline based in Dubai where he worked for 13 years from 1990-2003 and he was promoted to SVP Human Resources with over 22,000 employees in 60 countries. At all times, Robert kept a detailed hands-on role on all remuneration policies globally, and on all general HR policies and procedures. In 2003, Robert left Emirates Group to establish his own consulting business focusing on HR and C&B called Lemon Pip Consulting Limited and has developed a very successful specialist consulting practice with over 400 clients over the past six years. His two main areas of specialism are working with clients in the Middle East and Asia regions, and with clients in the global aviation industry (and indeed many other industries).
Robert has been delivering extremely popular training courses for several years, on “Job Descriptions and Job Evaluation and Grade Structures”, “Compensation and Salary Structures”, “Bonuses and Incentives”, “Performance Management and Performance Appraisals”, “Pay-for-Performance”, “Advanced Compensation” and “HR Policies and Procedures”.
Attend In-Person or Remotely
Attend In-Person or Remotely
|HYFLEX COURSE FEE|
Pricing excludes 5% VAT, which will be charged where applicable.
Course fees include documentation, luncheon and refreshments for in-person learners. Delegates who attend all sessions and successfully complete the assessment, will receive a Informa Certificate of Completion. A hard copy will be provided to in-person learners and a soft-copy will be provided to virtual learners.
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