Executive Education

Marketing & Sales  >  Sales Force Incentive Planning

Sales Force Incentive Planning: Compensating for Results

Watch Video: Professor Andris Zoltners

Gain the tools necessary to create incentive plans that will empower your sales force and profoundly impact your organization. Compensation plans are more than just rewards - they are strategies. By tailoring an incentive compensation plan, you can indirectly steer your sales teams toward specific goals.

Through discussions, case analysis, and exercises, Kellogg Marketing Department faculty and leading sales force compensation experts help you understand the major issues and latest approaches to designing and implementing effective, motivational sales force incentive plans, and for monitoring team performance to measure results.

Topics include components of the compensation plan, measurement methods for sales force compensation, drivers of sales force performance, approaches to setting quotas, and implementation techniques.

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Format
Discussion, case analysis, and exercises facilitate participation and involvement in the seminar. In the evenings, participants work in study groups to prepare for the next day's case analyses.

Who Should Attend
Find out who should attend Sales Force Incentive Planning, and what past participants have said about the course.