* Reduced delegate fee for learners who want practical, expert knowledge in the design and management of sales compensation programmes but do not wish to sit the CSCP exam.
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Gain skills to design, administer, evaluate and manage sales compensation programmes and the confidence to communicate that strategy to your organisation.
Your organisation’s growth and success rely on effectively designed and executed sales compensation plans that help accomplish your sales strategies.
Your job is to gain the skills to design, administer and evaluate sales compensation programmes, the confidence to speak with authority and the designation that shows current and future employers you are committed to operating with high professional standards – all by earning WorldatWork’s Certified Sales Compensation Professional, CSCP certification, hosted by E-reward.
When you attain the CSCP, you earn the ability to place the digital credential badge (see the graphic at the top of this page) on your professional networking profile, LinkedIn, email signature or company profile page, for all to see.
Your PC via Zoom, live streamed.
Week #1 Sales Compensation: Foundations & Core Principles
Fundamentals of sales compensation – from sales roles and rewards methods to performance and compensation factors – and how these feature in a comprehensive sales compensation strategy.
Week #2 Sales Compensation: Strategy & Design Application
Align sales compensation plans with the organisation's business strategy while putting together a sales compensation design team and describing plan mechanics and provisions to address various selling needs and situations.
Week #3 Sales Compensation: Advanced Implementation & Programme Management
Course participants go through the framework and processes needed to keep the plan competitive and effective in the organisation long-term.
All times London (UK).
The top reason high-performing sales reps leave a company is because of insufficient compensation – cited by as many as 89% of sales reps in one study. With remote work and global competition for talent intensifying, it is vital that your business has advanced strategies to attract, motivate and sustain high performance sales teams. And it has made the need for elite sales compensation professionals essential to help design and manage sales programmes that are competitive and sustainable.
WorldatWork Certified Sales Compensation Professionals gain the in-demand skills to fuel their careers and drive high impact sales compensation programmes for their organisations.
By enrolling on our Sales Compensation Course Series, hosted by E-reward, learners can gain the skills to design, administer, evaluate and manage sales compensation programmes and the confidence to communicate that strategy to their organisation. The course series encompasses the Body of Knowledge for the Certified Sales Compensation Professional, CSCP certification which, combined with in-field experience, shows current and future employers you are committed to operating with high professional standards.
E-reward is now offering a series of three sales compensation courses, live streamed via Zoom, led by an experienced tutor.
It’s a three-week course series (three days per week: Days 1 & 2 = 3 hours each; Day 3 = 4 hours). So each of the three courses consists of 10 hours of virtual/classroom training delivered over three days:
Each course is led by Pat Gurren, GRP®, CCP®, CSCP®. Pat has a particular passion for unleashing the potential of rewards via the design of effective short-term and long-term incentive programmes including sales incentive programmes.
All three courses are preparatory for the Certified Sales Compensation Professional, CSCP exam.
The CSCP designation is achieved by passing a three-hour competency-based exam based on your knowledge and experience in the sales compensation field. It is recommended that professionals interested in obtaining this designation review the sales compensation Body of Knowledge (see below) to gain an understanding of the concepts that will be covered in the exam.
To prepare, ahead of the competency exam, we encourage you to first take one of our practice exams.
Master the fundamentals of sales compensation.
Learn the intricacies of sales compensation design and how all the elements work together for success.
Gain an understanding of how the business environment and market changes affect sales compensation.
Ensure the success and longevity of your sales compensation plans by learning strategies for implementing and managing them over the long term.
Learn to apply data and statistical tools to measure competitiveness and plan performance.
WorldatWork’s Body of Knowledge for certified sales compensation professionals represents the complete set of knowledge and skills required for professionals working in the sales compensation field.
It represents the industry standard and has been developed by WorldatWork subject matter experts via a formal practice analysis completed by hundreds of practitioners.
It comprises six main knowledge areas which consist of everything the fully competent sales compensation professional should know.
Perform a self-assessment of your individual competency in comparison to the field subject matter.
The six knowledge areas are as follows:
Each ticket covers attendance for one person only for the duration of this three-week course programme. Included in the fee:
Fee for learners who want practical, expert knowledge in the design and management of sales compensation programmes but do not wish to sit the CSCP exam. Included in the fee:
Each ticket covers attendance for one person only for the duration of this three-week course programme. Included in the fee:
Pat has over 30 years’ experience working with organisations globally to address their remuneration challenges and complexities. During his corporate career, he worked with Intel Corporation as Asia Region Compensation & Benefits Director, Europe Region C&B Director, and Global Head of C&B Operations.
In 2004, Pat established his own compensation consulting practice. As a freelance consultant, he has worked with over 200 organisations globally to address their reward challenges. He works across all areas of rewards and has a particular passion for working with clients to link rewards to business strategy, business results and organisation culture. He enables organisations unleash the potential of rewards via the design of effective short-term and long-term incentive programme including sales incentive programmes.
Pat has been a teaching faculty member at WorldatWork since 2008. He is a certified Global Remuneration Professional GRP®, a Certified Compensation Professional CCP® and a Certified Sales Compensation Professional CSCP®.
Here’s what Pat says about the CSCP certificate . . .
Sales compensation professionals need to design and execute high impact sales compensation that is both competitive and sustainable to fuel organisation growth and customer satisfaction.
Your organisation needs sales compensation programmes that incentivise high sales productivity while maximising profitability.
If you get sales compensation design and execution right, it will ensure the right behaviours and rewards for the attraction, engagement, and retention of your sales talent. If you get sales compensation design and execution wrong, the consequences are stark including lower sales, lower growth, lower profits, and a demotivated sales team.
Until now there has been no definitive route for those wishing to develop their knowledge and expertise in this specialist field of sales compensation.
The Certified Sales Compensation Professional is a breakthrough on your quest towards the holy grail of sales compensation design and execution!
No previous experience or knowledge of sales compensation required to gain entry onto 3-week course series.
CSCP candidates should have at least 12 months’ professional practice in a sales compensation role before taking the exam.
Certified Sales Compensation Professional.
Your PC via Zoom, live streamed.
3-week course series, 3 days each week: Days 1 & 2 = 3 hours each; Day 3 = 4 hours.
12pm-3pm/4pm (UK).
£2,650 GBP (+ VAT) per delegate: 3-week course series and CSCP exam.
£1,950 (+ VAT) per delegate: 3-week course series without CSCP exam.
30-hours’ virtual classroom (including breaks):
#1: Foundations & Core Principles – 10 hours’ class time.
#2: Apply Strategy & Design – 10 hours’ class time.
#3: Advanced Implementation & Programme Management – 10 hours’ class time.
Plus self-study of Body of Knowledge/course materials + assessment preparation time + 3 hours practice exam + 3 hours online exam.
Virtual classroom: this highly-practical programme is delivered live online via Zoom, led by an experienced instructor.
Very interactive with lots of practical exercises.
Equivalent to in-person classroom course.
3 course books (PDF):
#1: Foundations & Core Principles – 153 pages.
#2: Apply Strategy & Design – 68 pages.
#3: Advanced Implementation & Programme Management – 95 pages.
Participants download electronic copy of the course book (PDF) via WorldatWork’s learner dashboard.
Maximum of 10 delegates.
One competency-based exam: 3 hours (110-160 multiple-choice questions).
The exam is conducted online during a proctored session.
The CSCP examination covers all topic areas addressed in the Body of Knowledge.
Learn the essentials of building a successful sales compensation strategy that will motivate your sales teams.
Your sales compensation strategy can boost your sales team performance. Become well-versed with the fundamentals of sales compensation – from sales roles and rewards methods to performance and compensation factors; and understand how these help to build a comprehensive sales compensation strategy that will motivate your sales teams to deliver outstanding results year after year.
Dive deeper into rewards design and strategy of successful sales compensation plans.
Become the sales compensation design and strategy expert your organisation needs.
Dig deeper into formulating sales compensation plans — including tailoring plans to the organisation’s business strategy, putting together a sales compensation design team, and aligning plans with specific selling needs and situations.
Keep your sales compensation strategy winning long-term with competitive rewards and impactful updates.
Keep the sales compensation momentum going – because setting up an effective sales compensation plan is just the beginning. Develop the skills that ensure your rewards keep working hard for your organisation and sales teams year after year. This module will take you through the framework and processes for measuring, managing, and maintaining your plan – including knowing whether and when changes are needed, using data to make effective changes, and communicating changes with the sales team and broader organisation.
| Virtual classroom | 21/10/2024 - 04/12/2024 |
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Further information
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