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Overview

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).

You will be provided with the information you need to make changes to your salary and incentives structure for your Sales employees. You will have an opportunity to test various ideas and to establish what may work for you. You will also be given access to various tools and techniques, as well as information on the latest trends and developments both regionally and globally.

Advanced Techniques in Compensation and Reward Management and Advanced Best Practices to Motivate and Reward the Sales Force through SIPs (Sales Incentives).

Learning  Objectives

The aim of this training course on “Sales Compensation and Sales Incentive Plans” (SIPs) is to enable you to design and deliver effective sales incentive plans (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. Most employers want to ensure that they can “attract, retain and motivate” the best Sales employees and teams, and this course covers the key areas in the compensation and incentives (SIPs) 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.

This training course is intended to enable participants to get a better understanding of the latest and most effective best-practice 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 achieving better business results through a more effective approach to designing compensation techniques for your employees in sales, 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 designing and implementing SIPs (sales incentive plans). This course is aimed at both HR Generalists and Reward Specialists and Sales Managers to help you review and revise your salary structure for your Sales employees and to design effective SIPs (Sales Incentive Plans) to drive the performance of your Sales employees.

Key Benefits of Attending

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Increase your business performance and employee effectiveness through implementing advanced compensation and reward systems that attract, retain and motivate sales staff.
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Discover practical steps for designing and implementing SIPs (sales incentive plans).
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Develop solutions for your own compensation and reward issues and challenges for your sales force based upon practical case studies and interactive course and clinic discussions.
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Increase your business performance and employee effectiveness through implementing compensation and reward systems that attract, retain and motivate your sales employees.
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Opportunities for networking in the breaks with your fellow course delegates and course tutor to discuss practical issues that will help you in your workplace.

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, including 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”.

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All specialists in HR who work in Compensation, Remuneration and Rewards
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All specialists in HR who work with managing the “Sales Employees”
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All managers from the “Sales” department who need to know about sales compensation”

About The Trainer

Robert Mosley is in the highly prestigious and influential list by People-Hum of “The Top 100 Global Thought Leaders to Inspire You in 2021” and he was awarded the “Global HR Leadership Award” in 2017 by the World HR Congress to recognize his iconic contribution to the global C&B community over the past decade. He is 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 many countries as one of the leading global experts on compensation and benefits, and is also a leading expert in the more general field 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 35 years.

Robert has over 35 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 60,000 employees in 60 countries.

Robert Mosley

Global Remuneration Expert and HR Consultant

CEO of Lemon Pip Consulting Limited

(UK, Middle East and Asia)

At all times, Robert kept a detailed hands-on role on all remuneration policies globally. In 2003, Robert left Emirates Group to establish his own consulting business focusing on HR and C&B called Lemon Pip Consulting Limited, and over the past 18 years he has developed a very successful specialist consulting practice with over 800 clients globally. 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).

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