Elements of Sales Compensation
Course Information

Date: TBC.
Location: London.
Duration: Two days, 9am to 5pm.
Format: Classroom course, maximum of 10 attendees.
Fees: £1,055 + VAT per delegate.

Take an in-depth look at sales compensation

This two-day class in partnership with WorldatWork presents the fundamentals for the design and implementation of sales compensation plans tailored to a company’s business strategy. Emphasis is placed on the special terminology and issues that make sales compensation unique from other incentive plans. Participants are presented with several design options and related information in order to assess which sales compensation approaches may be appropriate for a given company. Participants are also introduced to critical implementation factors including financial modeling of the proposed plan, employee communication and plan assessment over time.

  • Discuss sales compensation rationale, value and uniqueness.
  • Identify the key influences to all sales compensation plans.
  • Discover the six key components of a basic sales incentive.
  • Find out how to introduce a new or revised incentive plan to the sales force.
  • Review why sales incentive plans fail and ways to determine if your plan is working properly.

Who should attend

The course is designed for compensation and sales administration personnel relatively new to the sales compensation field and who are involved in designing, implementing and administering sales compensation plans.


Alan Gibbons
Alan Gibbons
Managing Director, The Reward Practice

Alan is Managing Director of The Reward Practice and is one of Europe's best-known rewards professionals. He had been a Rewards Consulting Partner with both KPMG and PwC, and was also the Global Heads of Reward and Performance Management at Accenture until founding the Reward Practice with a number of former colleagues.

Over the last 25 years, Alan has worked with a large number of Fortune 500 and FTSE 100 companies and has specific rewards experience in banking, retail, brewing, manufacturing, communications and hi-tech companies. He has helped a range of companies with mergers and acquisitions, and has a reputation for getting things done. In the public sector, he has worked extensively in the health service, the police and prison services, and in the education sector. His interests are varied, and currently include the design of more effective incentives, the reduction in HR costs, value-based rewards programmes and the link between risk and rewards in banking.


The venue for our comp & ben courses

E-reward.co.uk's reward courses are held at:

De Vere Holborn Bars, 138-142 Holborn, London EC1N 2NQ

Telephone: +44 (0)207 842 350

De Vere Holborn Bars was formerly the home of the Prudential. It's the large red brick building located right next to Chancery Lane tube station.

Getting there

The venue is a short taxi ride from London St Pancras (Eurostar terminal), Euston, Kings Cross, Charing Cross and Waterloo rail stations.

From the Central Line: The nearest tube station is Chancery Lane on the Central Line. When leaving the station take exit number two and the entrance to Holborn Bars is located approximately 50 meters ahead in the large red brick building.

From the Piccadilly Line: Alternatively if you prefer to use the Piccadilly Line the nearest stop is Holborn Station – approximately a 10-minute walk heading east along High Holborn towards St Paul's Cathedral.

London airports

London is served by five main airports, from the UK's main gateway at London Heathrow to London City Airport in the Docklands. For information on getting to and from London airports to Holborn in central London, visit Transport for London at www.tfl.gov.uk

Special requirements

Please let us know if you have any special requirements as soon as possible so we can plan accordingly.

Hotel accommodation

Delegates are responsible for their own accommodation.

E-reward.co.uk has arranged for delegates to receive discounted rates (£151 + VAT) at Club Quarters, Lincoln's Inn Fields, London WC2A 3JW. If there is no availability at Lincoln's Inn Fields, please contact Club Quarters Member Services for accommodation in London at St Paul's or Gracechurch (both £165 + VAT) or Trafalgar Square (£172 + VAT).

Situated a 10- to 15-minute walk from our venue, this hotel in Lincoln's Inn Fields could not be more convenient.

When you have reserved your place on the E-reward.co.uk course of your choice, we will send you a password to reserve your Club Quarters room at the special E-reward.co.uk discounted rate. Room reservations can be made via the Club Quarters web site using the password or by calling Club Quarters Member Services in London on tel: +44 (0)20 7451 5800.

Please note: E-reward.co.uk does not receive any commission or payment on bookings made at Club Quarters.

Do you need a visa?

A questionnaire on the UK Border Agency web site will help you to decide whether you need to obtain a visa before you travel to the UK. It also contains guidance on the type of visa that you might need. The questionnaire is for all foreign nationals who want to come to or transit the UK. ('Transit' means to pass through the UK on your way to another country without staying here.)

Please visit: www.ukba.homeoffice.gov.uk/visas-immigration/do-you-need-a-visa/

Dress code



You will receive your course materials on arrival for the class.


At registration we will serve you complimentary teas and coffees. Mid-morning break of teas and coffees are served at around 11.00am. Lunch will be served at approx 12.00pm.


Sales compensation terms and definitions
  • The total rewards model
  • The purposes of sales compensation
  • Uniqueness of sales compensation
  • Key sales compensation terms
  • Incentive payment methods
Influences on sales compensation design
  • Drivers of sales compensation design
  • Go-to-market strategy
  • Sales channels
  • Direct sales channel
  • Indirect sales channel
Design components
  • Eligibility
  • Target cash compensation
  • Pay mix
  • Calculation methods
  • Performance measures
  • Performance and payout arrangements
Plan refinement and testing
  • Calculating formulas
  • Quotas
  • Testing through financial modeling
  • Special considerations
Plan implementation
  • Plan terms and conditions
  • Plan qualifiers
  • Employee administration
  • Integration with other programmes
  • Handling plan changes
  • Employee communications
  • Tracking and payment administration
Assessing plan effectiveness
  • Plan evaluation
  • Failing plans
  • Assessing the plan
  • Sample analysis
Next class date
London 08/09/2016 - 09/09/2016



These terms and conditions apply between the person, firm, company or other entity specified on your booking form and E-reward.co.uk Ltd (company number: 4281768). Registered in England and Wales. Registered office 33 Denby Lane, Heaton Chapel, Stockport, Cheshire SK4 2RA, United Kingdom for delegate registrations for the course (including Mastering Reward courses, GRP courses with exam and in-house training courses) specified on your booking form (‘Course’).

Please read these terms and conditions carefully as they contain important information.

By submitting your registration to attend the Course you agree to be bound by these terms to the exclusion of all other terms. If you do not agree to be bound by these terms E-reward.co.uk Ltd will be unable to accept your registration.


You will pay E-reward.co.uk Ltd any fees specified in your booking form for the Course. Payment to E-reward.co.uk Ltd in GBP British Pounds is by BACS, wire transfer, cheque or credit card. It is a condition of booking that payment must be received by E-reward.co.uk Ltd before the start of the Course or no later than 30 days from the date of invoice, whichever is sooner.

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Final Course details will be emailed to delegates at least three weeks before the Course.

Course documentation

You will receive your course materials by post (First Class, Standard delivery) ahead of the Course. Participants registering 0-14 days before the start of the Course will receive their course materials on arrival for registration on Day one of the Course.

Hotel accommodation

Delegates are responsible for their own accommodation. E-reward.co.uk Ltd has arranged for delegates to receive discounted rates at Club Quarters Lincoln’s Inn Fields.

Course cancellations and amendments

The Course programme is correct at the time of going to press.

E-reward.co.uk Ltd reserves the right to change the format, speakers, venue location and programme or any other aspect of the Course at any time and for any reason, whether or not due to a Force Majeure event, in each case without liability.

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E-reward.co.uk Ltd reserves the right to change the date or cancel a Course at any time and for any reason without notice. Where circumstances force E-reward.co.uk to cancel a Course, E-reward.co.uk Ltd shall offer you the option of attending any rearranged Course that E-reward.co.uk Ltd chooses to organise.

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However, where the Course is postponed for reasons due to a Force Majeure event, any of your fees received by E-reward.co.uk Ltd shall be applied to any rearranged or rescheduled Course and all these Terms and Conditions shall apply to any such transferred booking.

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If you do not wish to receive information about products and services, please let us know by email (to paul@e-reward.co.uk).


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If E-reward.co.uk Ltd is liable to you for any reason, its total liability to you in relation to the Courses (whether under these terms or conditions or otherwise) is limited to the amount of your fees received by E-reward.co.uk Ltd.

Views expressed by the Course instructors are their own. All advice provided at this course is for general guidance only. Any course delegates relying on information or advice given in the course of such training do so at their own risk.

E-reward.co.uk reserves the right to amend these terms and conditions from time to time. However, you will be subject to the terms and conditions in force at the time you submit your registration.

Last updated: 22nd July 2016.