Redesigning Sales Compensation Plans


Sales compensation is a powerful tool used to motivate and focus your sales team.  As business priorities change, it’s often necessary to rethink sales plans to appropriately align with new priorities and reward the right results.  Knowing where to start is the first step to success.   

Are you redesigning your sales compensation plan for the year ahead? This new e-learning course will guide your decision process by exploring the key principles to consider in the redesign process.  You will learn the purpose of sales compensation and the options for sales compensation plans changes. Find out how to assess the effectiveness of your current plan and what motivates your sales team.  Discover how to manage the redesign process and select the right sales comp formula for your team.

Tell others on your design team about this course and get everyone aligned to make next year’s sales compensation plan – the best compensation plan. And set yourself for success with the help of sales comp expert, David Cichelli.

  • Learn essential sales compensation concepts and principles
  • Review full list of incentive types
  • Understand how to select, build and cost your chosen incentive formula
  • Leave with a step-by-step work plan for the updating your sales comp plans for the coming year

Note: Elements of this course can also be found in Design of Sales Compensation, which provides a more comprehensive and in-depth knowledge to the full build of sales compensation plans.

Course Outline:

  • The Purpose and Rationale for Sales Compensation
  • Incentive Types and Sales Compensation Vocabulary
  • Sales Organization Design and Jobs
  • Sales Compensation Principles: Part I
  • Sales Compensation Principles: Part II
  • Formula Overview
  • Formula Types: Part I
  • Formula Types: Part II
  • Formula Engineering
  • Costing and Modeling
  • Program Oversight
  • Assess and Align
  • Design
  • Implement and Communicate

Learning Options Click on your preferred Learning Option to see pricing and schedule.


Self-paced online learning with access to pre-recorded course modules delivered by an instructor.

120-Day Access

Member: $895 USD

$1,295 USD

Contact Us

Please note: 120-day access to e-course material starts immediately on the day of purchase.


David Cichelli

Senior Vice President
The Alexander Group

David Cichelli is a recognized thought leader, author, speaker and instructor on sales-effectiveness challenges and solutions. He is a senior vice president of the Alexander Group, a sales-effectiveness consulting firm. Cicheli contributes his knowledge and experience to a wide array of sales organizations, helping clients develop sales strategy solutions that ensure alignment between corporate sales objectives and sales resources.

He is a nationally recognized expert in sales compensation and acts as the firm's sales compensation practice leader. Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management's objectives, David is a frequent speaker on sales compensation topics. His audiences include corporate, industry associations, trade shows and those seeking continuing education.

He is author of the best-selling book, Compensating the Sales Force, published by McGraw Hill. Cichelli's experience and knowledge in sales compensation shine through in this book. Often referred to as the "must-have" book for those working in sales compensation, this publication offers industry analysis, thought leadership and practical tips.

Cichelli has been with the Alexander Group for more than 25 years. His previous experience includes the role of field sales support for an industrial chemical company and as a sales compensation practice manager for a large human resources consulting firm. David has a BA from Pennsylvania State University and an MS from Michigan State University.

Course Credits & Certifications

  • Recertification
    1 credit
  • SHRM
    5 Classroom Hours
  • HRCI
    5 Classroom Hours

More Information

Who Should Register

Professionals involved in the planning, design implementation, and administration of sales compensation programs.  Ideal for cross-functional teams involved in this work including sales operations, sales management, HR/compensation, and finance professionals.

How to Register


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