Sales Compensation and Expense Allowances

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Course Number:76
Category:Variable Pay
Field of Study:Management Services
Audience:Compensation Professionals, HR Managers, HR Generalists
Level of Difficulty:Intermediate
Delivery Method:QAS Self Study
Prerequisites: Moderate algebraic training
Advanced Preparation:None
SHRM BASK:As defined by the SHRM Body of Applied Skills and Knowledge (BASK), this self-study course relates to competencies in Business Analysis and Data Analysis with functional areas in Total Rewards.
OverviewThe sales force needs to be highly motivated to produce results that are aligned with an organization’s business goals. One way to accomplish this is to have an incentive compensation plan, additional rewards, and attractive allowances that cover expenses incurred while making sales. This course will show you how to design an incentive compensation plan for your sales force. Different types of plans will be examined along with choosing measures of success and productivity. The focus is on aligning the sales effort with business goals, increasing profitable sales, controlling costs, and attracting and retaining qualified sales employees. The course will also cover allowances and rewards that are not a part of the compensation package.
Learning Objectives:
  • Recognize the characteristics of successful salespeople
  • Determine the business goals you want your sales employees to focus on
  • Recognize why many sales jobs lend themselves to incentive pay
  • Differentiate between types of incentive pay plans such as straight commission, commission-plus-draw, salary-plus- commission, salary-plus-bonus, and when to use them
  • Identify measures of sales success that are commonly used such as order value, new accounts, profitability, up-front cash
  • Select productivity metrics such as threshold, target, and top performer
  • Specify why the sales cycle plays a role in determining frequency of incentive payout
  • Recognize how to measure and evaluate the effectiveness of an incentive plan
  • Identify other kinds of sales rewards and allowances such as SPIFFs, the President's Club, expense accounts, and travel allowances such as non-accountable and accountable plans.
Credit & Professional
Continuing
Education Information:

  • SHRM-CP/SHRM-SCP Credit Information:

    ERI Distance Learning Center is recognized by SHRM to offer Professional Development Credits (PDCs) for SHRM-CP® or SHRM-SCP® recertification activities. This program is valid for 1.5 PDCs for the SHRM-CP® or SHRM-SCP®. For more information about certification or recertification, please visit www.shrmcertification.org.

    SHRM Preferred Provider

  • aPHR/PHR/SPHR/GPHR Credit Information:

    ERI Distance Learning Center is a recognized provider of recertification credits. The HR Certification Institute® (HRCI®) has pre-approved this activity for 1.5 HR (General) credit hour(s) towards aPHR™, PHR®, SPHR®, and GPHR® recertification.

    HRCI Approved Provider
    HR Certification Institute’s® (www.HRCI.org) official seal confirms that ERI Distance Learning Center meets the criteria for pre-approved recertification credit(s) for any of HRCI’s eight credentials, including SPHR® and PHR®.

  • CCP/CBP/GRP/WLCP Credit Information:

    This online course qualifies for recertification credit for the Certified Compensation Professional (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), and Work-Life Certified Professional (WLCP®) designations granted by WorldatWork Society of Certified Professionals. For more information on recertification, visit the Society website at www.worldatworksociety.org.

  • CPE QAS Self Study Credit Information:

    National Registry QAS Self Study - Course approved for 1.5 credit(s) in these states:

    Alabama, Alaska, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Puerto Rico, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Virgin Islands, Virginia, Washington, West Virginia, Wyoming

    Course approved for 1 credit(s) in Vermont

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Additional Information:
*The Course Credit List displays credits and credit types offered by location.
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CPE Sponsors - Registry
CPE Sponsors - QAS
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The ERI Distance Learning Center is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: https://www.nasbaregistry.org/

ERI Economic Research Institute is recognized by SHRM to offer Professional Development Credits (PDCs) for the SHRM-CP® or SHRM-SCP®