5-hour pre-recorded course comprising 30 bite-sized videos.
Date: Self-paced study. Learners access pre-recorded materials – such as video lectures, interactive modules & quizzes – to study at their own convenience.
Location: Your PC.
Duration: 5 hours of videos. You set your own schedule – learners access video training anytime and anywhere.
Fees: £875 GBP gives you 100 days' access to 30 online, compact videos (video lectures, exercises, discussion questions & confirming-quizzes).
Download brochure: coming soon
Few serious student of sales compensation can have escaped the influence of David Cichelli whose best-selling book, Compensating the Sales Force, remains a ‘must-have’ guide for those working in sales compensation.
A rare richness comes from David’s long perspective and experience in sales compensation which has now been distilled into 30 bite-sized videos that comprise his five-hour course, Sales Compensation Excellence. This pre-recorded video learning will elevate you as a sales compensation expert.
Learners access pre-recorded materials – including video lectures, exercises and quizzes – to study at their own convenience so that you can fit your professional education around work, travel and home life. This (asynchronous) format is ideal for sales compensation professionals with busy schedules and allows you to control your own learning speed, rewatch and revisit. It removes times pressure and gives learners control so you can focus on David’s analysis, thought leadership and practical tips to perfect your own sales compensation skills in a cost-efficient manner.
Congratulations! You understand how the sales compensation plans operate at your company. However, you are left wondering if there are better pay solutions for your sales team. What other techniques might work better?
You are curious: what is the best way to explore these choices? Perhaps you have the right pay plans. Or, maybe there are better solutions to consider. You just don't know.
How do you acquire the business acumen to suggest and adopt best-in-class new sales pay strategies? Here is your challenge: you need to become a seasoned sales compensation expert!
Look no further! Build your sales compensation competency with our course: Sales Compensation Excellence. If you are responsible for sales compensation design at your company, this course is for you. You may have ‘sales compensation’ in your title. Or, you have been designated to evaluate the current sales pay plan. Or, you simply recognise the current pay plans are sub-performing. This course will be the best use of your time.
Presented by the leading educator in sales compensation best practices, you will learn foundation concepts, design techniques, best formulas and plan revision.This sales compensation masterclass will help you prepare for WorldatWork’s sales compensation certification test. Topics covered in the masterclass appear on the CSCP exam.
There is no exam or qualification awarded.
Glad you are here! I am David Cichelli and I am pleased to meet you! I am fortunate to work with leading sales organisations designing their sales compensation plans. I am the author of several sales compensation classes and have presented sales compensation content throughout the world. I am the author of the leading book in sales compensation: Compensating the Sales Force (3rd Edition).
But what does this mean for you? You are in good hands. I am here to help you accelerate your sales compensation knowledge. Take this masterclass in sales compensation to learn the latest concepts and leading practices.
‘Silicon Valley Compensation Association has had the pleasure of working with David on many developmental programmes over the years. In every case, we've seen great interest from our compensation community, and he has always delivered compelling, informative and energetic sessions that our attendees really respond to. This past May was no exception as he presented a six-hour Sales Compensation Workshop to a packed house.’ – Chris Ragali, Cisco.
‘David has presented to the Twin Cities Compensation Network on a number of occasions and is one of our favourite speakers. Our membership covers the spectrum of new and seasoned professionals. David presents in a way that is engaging and accessible for the entire group. The information he shared is current, and timely. We're grateful to have such a credible and renowned expert share his experience and research with us and look forward to welcoming him back in the future.’ – Joshua Lemon, Resideo.
‘David has presented the topic of sales compensation several times to the Columbus Compensation Association and our members. David not only possesses a wealth of knowledge on the topic, but he also presents the information in a way that is easy to understand. David engages the audience in a way that maximises the connection to him personally as well as to the subject matter. David exemplifies professionalism in how he articulates the current issues and trends in addition to talking about the history of sales compensation and best practice principles.’ – Mark Conwell, Guide Well Source.
‘ Our local WorldatWork chapter, the Compensation & Benefits Network of Greater St. Louis, recently hosted David Cichelli to spotlight one of our programming events. David led a webinar on sales compensation challenges and solutions and delivered amazing insights. He is such a natural, engaging, and excellent speaker. The content and presentation he shared with our network was detailed, informative, intuitive, and packed with best practices and recommendations.’ – Genevieve Pascoe, Charter Communications.
‘As the Program Chair, and now President of Arizona Total Rewards Association, it has been my privilege to interact with David in his capacity as a sales compensation evangelist. David is always willing to speak at our regular meetings and collaborates with our team to pick the right message for the right time. He has spoken on a variety of topics and is generous with his time, knowledge, jokes (haha), and typically has a book or two to raffle off to the audience! David makes it possible to understand sales compensation, by breaking down the pieces into small nuggets . . . easily digested. Each bit of information leaves you hungry for the next, and soon you have a good grasp of the whole process and the mechanics behind it.’ – Sheila Krueger.
‘So fortunate to have had the opportunity to benefit from a masterclass by the sales compensation guru himself David Cichelli.’
‘Found the David Cichelli sessions brilliant. Going back to basics, understanding the terminology, how to have the conversations with stake holders etc.’
‘So much useful content – and I loved the way David Cichelli presented it to us!’
‘David Cichelli was GOLD.’
‘One of the best yet! I really enjoyed this. Thanks to all the organisers and vendors and of course David Cichelli for his insights into best practices.’
‘The structure was great and empowering. It demystified sales compensation and I'm more knowledgeable than when I came in.’
£875.00 GBP
This e-learning course is presented in five hours, divided into 30 self-paced compact videos. The content includes lessons, exercises, discussion questions and confirming-quizzes.
You have access for 100 days to the e-learning videos.
This is the perfect sales compensation design class. Enrol now in this masterclass to accelerate your skills.
David Cichelli is a revenue growth consultant. David helps companies achieve their sales objectives through a variety of solutions, including improved segmentation, channel design, sales ROI, sales metrics, quota allocation, selling models and sales compensation.
He is author of McGraw Hill’s Compensating the Sales Force and Revenue Growth Model: Chief Revenue Officer’s Guide to B2B Sales Success. David holds an undergraduate degree from Pennsylvania State University and a graduate degree from Michigan State University.
Connect with him on LinkedIn: www.linkedin.com/in/david-cichelli-1030a823/
£875.00 GBP gives you access for 100 days to the e-learning videos.
No classroom/tutor supervision.
Access starts on receipt of payment.
E-learning course is presented in five hours, divided into 30 self-paced compact videos.
Content includes lessons, exercises, discussion questions and confirming-quizzes.
Self-study learning at your own pace. You set your own schedule – learners access video training anytime and anywhere.
Rewatch and revisit videos as much as you like during 100 days' access.
Welcome to the class. You are on your way to becoming a sales compensation design expert. Yep, this is the same video presented here: www.salescompcentral.com/
You will learn how sales compensation is part of a performance management ecosystem and how it directly aligns employee motivation with business goals.
Sales compensation design begins with job definition. Learn how to confirm job content to create the right sales compensation plan. Yes, each job gets its own incentive plan.
Let's get on the same page. This lesson will clarify the difference between bonus and commission formula. We will confirm the definition of mix, leverage and upside. We will both know what a 3x leverage plan means!
Here is the secret sauce. Follow these design principles to craft powerful incentive plans regardless of job type, industry or geographic location.
Explore the menu of incentive formulas. Configure the right formula to match the sales job objective.
Base pay is the other half of total compensation. Consider different base pay programmes to manage this half of the pay package.
Make sure these mission critical subsystems are working correctly. Crediting specifies when the seller gets paid. Quotas equalise territories for earning purposes. Account assignment configures the seller's territory.
Know how you are spending your incentive budget. What will the programme cost? How will the redesign impact sellers? Work the numbers to ensure you are meeting budget expectations.
It’s up to you! Follow these steps to review the sales compensation programme on an annual basis.
The sales compensation programme operates day-in and day-out. Manage the programme as issues arise. Ensure programme administration is timely and accurate.
Let's take a look at some typical pay plans for territory representatives, account managers, sales development representatives and district sales managers.
Yikes! Here are solutions for select design challenges: multi-year contracts, rental and usage revenue, commodity pricing, open territories, specification selling, new products and markets, and channel managers.
| Pre-recorded video | 01/11/2025 - 01/11/2025 |
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Last updated: 29 October 2025.