Course Description: Sales Incentive Compensation Design For Higher Performance And Impact: Practical Essentials For The Competitive Edge (September 20 TO 22, 2016).Registration Deadline: September 13, 2016.

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Presenting
Action-Oriented Professional Development In:
Sales Incentive Compensation Design
For Higher Performance And Impact:
Practical Essentials
For The Competitive Edge
Practical, High-Impact, Solutions-Oriented,
Professional Skill-Building Sessions
In
Accra-Tema, Ghana, West Africa
Dates:
Please See Attached ‘List And Schedule Of Current
Course Offerings’

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TABLE OF CONTENTS
# SECTION
(Click On The Link To Go To The Section
A. Course Description Details:
Sales Incentive Compensation Design For
Higher Performance And Impact:
Practical Essentials For The Competitive Edge
B. Who We Are & Who Are Our Learning
Facilitators
C. Our Approach
D. Alternative Service Delivery Formats
E. Notes, Contacts, & Deadlines For Fee Payments

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Course
Description
Details

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COURSE TITLE
Sales Incentive Compensation Design
For Higher Performance And Impact:
Practical Essentials For The Competitive Edge
COURSE DURATION & CONTACT HOURS
Duration: Please Refer to list and schedule of current course offerings for number of
duration days. Each day typically runs from 8:30 am to 3:30 pm with snack breaks and
a lunch break
TARGET PARTICIPANTS
Role Types: CEOs, Sales Leaders & Managers, CSOs, CFOs, CHROs, Etc.
Company Sectors: Banking, Asset/Portfolio Management, Insurance, Financial Services;
Telecommunications ITC/Tech; Medical and Pharmaceutical Products, Devices, and Services;
FMCGs; Oil & Gas Marketing & Sales (OMCs); Hotel, Hospitality, Tourism; Wholesale &
Retail; Etc.
INTRODUCTION
Introduction:
Sales Incentive Compensation is a major driver of revenues, market share, profits,
product / service life, and other key results of business. Yet the design and execution of
Sales Incentive Compensation are often characterized by numerous challenges,
weaknesses, and inefficiencies that defeat their very purpose, frustrate salespeople, and
create unintended negative consequences. Rewards for persons in sales roles need to
be unique and very, very different from rewards for persons in non-sales roles. This
practical seminar aims to address essentials of the context, creation, content,
connections, calculations, costs, communication, courses, consequences, cycles, etc.,
etc., necessary for High(er) Performance and success from Sales Incentive
Compensation design and implementation.
Upon active and diligent completion of this course, participants should be able to:
Sectors: Practical examples and case studies will be drawn from multiple sectors:
Banking, Asset Management, Insurance, & Other Financial Services;
Telecommunications & Technology; Medical and Pharmaceutical Products, Devices,
and Services; Oil & Gas Marketing & Sales (OMCs); Hotel & Hospitality; Wholesale &
Retail, etc.

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COURSE TITLE
Sales Incentive Compensation Design
For Higher Performance And Impact:
Practical Essentials For The Competitive Edge
IMPORTANCE & SCALE OF SALES COMPENSATION
The importance and scale of Sales Compensation may be gleaned
from the following broadly indicative items:
 Over $800 Billion a year! That is how much is spent on Sales
Compensation alone in the USA!
 Over 300% BIGGER than Advertising spend! Sales
Compensation Expense is more 3 times BIGGER than all the
money spent on Advertising in the very hyper-commercial USA!
 BIGGER than the US Defense spending! Sales
Compensation Expense is BIGGER than the annual Defense
spending of the USA!
11.5% of Revenue! Sales Compensation Expense was 11.5% (an
increase from 10.7% of Revenue) in a recent report.
PRACTICAL BEHAVIORAL OBJECTIVES & SKILLS
Upon active and diligent completion of this course, participants should be able to:
A. Design and execute Sales Incentive Compensation programs that deliver Higher
Performance!
B. Align Sales Incentive Compensation Design With Company Strategy and Sales Goals;
C. Perform comprehensive diagnostics necessary for customized, fit-for-purpose design of Sales Incentive
Compensation plans;
D. Assess and pinpoint the causes of failure in Sales Incentive Compensation Design and execution;
Determine what is not working, why, and how to fix them;
E. Determine the feasibility of inclusion and exclusion of various features of Sales Incentive Compensation
Design;
F. Analyze a variety of key macro-environmental factors as necessary for preparing successful custom-
designed Sales Incentive Compensation Design;
G. Analyze a variety of key micro-environmental factors as necessary for preparing successful custom-
designed Sales Incentive Compensation Design;

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COURSE TITLE
Sales Incentive Compensation Design
For Higher Performance And Impact:
Practical Essentials For The Competitive Edge
H. Develop a hierarchy of links among the following key macro-environmental factors as necessary for
preparing successful custom-designed Sales Incentive Compensation Design: Business Model, Business
Strategy, Product/Service Models, Organization Structure, Marketing, Sales Management, Sales Force
Design, Sales Job Design, Types of Sales Roles, etc.;
I. Develop and deploy the comprehensive Compensation Program Approach in Sales Incentive Compensation
Design;
J. Leverage insights and key technical distinctions among the following decision parameters in developing
superior customized Sales Incentive Compensation Design: Compensation Philosophy, Compensation
Strategy, Compensation System, Compensation Mix, Compensation Policy Line(s), Compensation
Structure;
K. Develop and deploy appropriate Sales Incentive Compensation Implementation & Communications;
L. Develop and deploy Sales Incentive Compensation Monitoring, Metrics, Measurements, and Evaluation;
M. Develop reports based on assessment of effectiveness of implementation of Sales Incentive Compensation
programs;
N. Design, develop and deploy Sales Incentive Compensation programs for a variety of situations in including
the following: Changing Strategy; Product Life Cycle Variations; New Sales Roles; SPIFFs, etc.;
O. Design, develop, and deploy industry- and sector-specific Sales Incentive Compensation programs for a
variety of settings: Fast Moving Consumer Goods, Telecommunications, Banking & Financial Services, Real
Estate, Automotive Sales, Manufacturing, Durable Goods, Hotel and Hospitality, etc.;
P. Develop industry-specific problem-solving skills by leveraging insights from multiple case studies in Sales
Incentive Compensation Design;
Q. Develop and update comprehensive Sales Incentive Compensation Plan Descriptions to address specific
needs of a company.
TOPICS COVERED
An indicative list of topics to be covered include the following:
 Introduction To, And Importance of, Sales Compensation
 Macro Context / Environment Of Sales Compensation
 Micro Context of Sales Compensation
 Motivation: Characteristics & Motivation of Sales Persons and Sales Teams
 Design Fundamentals: See Details Of Sub-Topics For This Section Further Below
 Master Plan: Sample Sales Incentive Plan Document
 Mastering Design Fundamentals Through Examples, Excel, Case Studies, Practice,
& Other Applications
 Takeaways Of Sales Incentive Compensation Design

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COURSE TITLE
Sales Incentive Compensation Design
For Higher Performance And Impact:
Practical Essentials For The Competitive Edge
Topics Covered (Continued):
Design Fundamentals Section Sub-Topics
1. Method To The Madness: An Overview Of Design Steps
2. Membership Of Design Team
3. Mission-Vision-Strategy-Structure-Staff-Systems-….Context Of Design: …
Strategy, Sales Force Structure & Alignment, Etc.
4. Measures Of Performance: Main Measures Aligned To Strategy
5. Makeup & Meanings Of Design Components: Elements, Dimensions, And
Definitions Of Sales Incentive Compensation Design
6. Mix: Relative Value Of Fixed To Variable Elements Sales Compensation
7. Min-Med-Max Metrics Of Goal Setting: Threshold, Targets, Excellence
8. Mechanics: Matrices, Multipliers, Multiple Rates, Momentum, & More
9. Motivational Dimensions
10. Money: Show Me The Money – Simplifying The Basic Math For Individual
Sales Persons
11. Messaging: The Sales Incentive Plan And Supporting Communications
12.Making It Happen: Execution, Execution, Execution
13.Monitoring And Managing Performance
14.Making Good On The Promise: Paying The Sales Incentive Compensation
15.Managing (Back To) The Future
FEES
Fees Per Participant:
Please refer to attachment For Fees Of Current Course Offerings
What The Fees Cover: Fees cover tuition / facilitation, course
materials, snacks, lunch, and a Certificate of Active Participation to
be issued upon completion of full, diligent, and active participation.
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WHO ARE WE &
WHO ARE OUR LEARNING FACILITATORS?
We are Industry-seasoned, Practical, Hands-On, Solutions-Oriented Management Advisors with
specialization in Sales Compensation, Total Rewards (Compensation, Benefits, etc.), High-
Performance Management, Human Capital Strategy, Human Resource & Talent Management. As
needed, we work with a number of industry-seasoned associates who mirror our values and
approach. Our Principal Advisor & Lead Facilitator holds the regionally-rare Certified
Compensation Professional (CCP) qualification from WorldatWork, The leading
Global Association for professionals in Compensation and Total Rewards, with the
following additional qualifications, among others:
 OVERVIEW: Over 25 years of experience in developing solutions for multi-national
corporations and other organizations in Africa, Europe, North America, Middle East, and Asia;
 SECTORS: Oil & Gas / Energy; Banking, Asset Management, Insurance, & Financial Services;
Telecommunications and Technology; Mining / Resource Development; Integrated Marketing
Communications; Consulting / Professional Services; Manufacturing; Real Estate; Healthcare;
Education; Diversified Public Sector And State-Owned Enterprises, etc.;
 ROLES: In addition to Direct Advisory roles to Boards, CEOs, Senior Executives and
Management, the Lead Facilitator has extensive direct experience in industry as a Head, Director,
Manager, Leader, and/or Specialist in Sales Compensation, Compensation, Total Rewards,
Human Capital, Performance Management, Leadership & Professional Learning & Development,
Talent & Human Resource Management, Direct Sales, Strategy, etc.;
 EDUCATION: Graduate Education at University of Minnesota (USA), IESE (Spain), & London
School of Economics (UK) with specialization in Compensation and Reward Systems, Change
Management, and Human Resources Management. Undergraduate education at University of
Ghana (Legon) with specialization in Business Administration;
 LEARNING FACILITATION & FACULTY ROLES: Extensive experience in solutions-
oriented facilitation of Learning & Development in programs for Boards, Senior Management,
Leaders, and Professionals from numerous companies in the Private Sector, as well as Non-
Profits, and Public Sector. Extensive experience in faculty roles in Graduate, Senior, & Executive
level courses in multiple universities, with heavy emphasis on industry-relevant skill-
building in problem-solving (developing and implementing solutions to real-world
problems) using case studies, simulations, and practice relevant to learner contexts: companies,
cultures, countries, continents, etc.
 FACILITATION STYLE: Facilitation leverages hands-on, practice-based, problem-solving
approaches and other wealthy experiences and styles so that participants are uniquely prepared
to become real leaders of sustainable Change!
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OUR APPROACH
As needed, we work with a number of industry-seasoned associates who
mirror our values and approach:
 PRACTICAL SOLUTIONS: We bring Results-oriented, Practical /
Hands-on, Professional, Innovative, Realistic, Actionable Solutions to
organizational challenges. We use a variety of methods (including locally
relevant case studies and simulations) to help you develop essential
problem-solving skills. We do NOT believe in the predominantly
theoretical, textbook drivel served in some circles.
 PROVEN EXPERIENCE: We draw from proven practices, sound
principles, and insights from successful personal experiences from
multiple sectors in North America, Europe, Middle East, Asia, and Africa.
 FIRST-HAND, HANDS-ON, REAL WORLD INDUSTRY
EXPERIENCE: Facilitators have First-hand, Hands-on, Real-world,
Industry experience (NOT just academic or classroom skills).
 TRANSFERABLE & ADAPTABLE SOLUTIONS: Our approach
benefits truly serious companies and participants who want to acquire
Transferable & Adaptable Solutions (actionable strategies, tactics,
techniques, tools, etc.) relevant to current and anticipated situations (our
courses are NOT just for certificates of attendance!).
 INTERACTIVE, PARTICIPATIVE LEARNING: We prefer relatively
small class sizes, the better to ensure more effective interactions,
participation, simulations, sustained learning, and transfer of knowledge
to deliver results.
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ALTERNATIVE SERVICE DELIVERY FORMATS
We also deliver advisory services and learning & development
programs in formats that suit your company’s needs / situation: for
example –
Comprehensive Advisory Engagements (for full spectrum
of Diagnosis, Design, Development, Delivery/Deployment,
Data/Evaluation Management, With Implementation Support,
etc.);
Limited Scope Advisory Engagements (for any
combination of Diagnosis, Design, Development,
Delivery/Deployment, Data/Evaluation Management, or
Implementation Support, etc.);
Short Term Contracts As Hands-On, In-House Executive
Assignments (e.g. Staff On Loan);
Highly Customized, Hands-on, Skill-Building, Problem-
Solving, Intervention Workshops;
In-House Seminars (Customized or general);
Corporate Club & Industry Group Seminars &
Workshops;
Individualized & Small Group Executive Learning &
Development, Coaching, and Tutorial Sessions.
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*Notes, Contacts, & Deadlines For Fee Payments
Registration
NOTES
 Discounts for early registration and for sponsors with two (2) or more participants.
 Schedules & Fees Subject to change at relatively short notice.
 In case the event is cancelled, refunds will be made to the person or institution
from which payment was received, not to third parties.
 We reserve the right to cancel events for which we do not receive sufficient number
of applications by the deadline.
CONTACTS
 Get Details, Fees, & Registration From The Registrar at:
o email: comprewardspro@gmail.com;
o Phone: +233(0)24-267-7015, OR +233(0)50-332-7127
OR +233-(0)20-142-6718.
DEADLINES FOR PAYMENT OF FULL FEES
Deadline For Full Fees To Confirm Registration:
Seven (7) Calendar Days BEFORE the start date
for each course
Note: Limited Space. First-Paid, First In Basis
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