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Learning Methods
Classroom
A traditional classroom couples on-site learning with the added value of face-to-face interaction with instructors and peers. With courses and exams scheduled worldwide, you will be sure to find a class near you.
Interaction
Highly Interactive
On-going interaction with instructor throughout the entire classroom event
Interaction with peers/professionals via face-to-face
Components (May Include)
Onsite
On-site instructor-led delivery of course modules, discussions, exercises, case studies, and application opportunities
Supplemental learning elements such as: audio/video files, tools and templates, articles and/or white papers
E-course materials available two weeks prior to the course start date; printed course materials ship directly to the event location
Duration
One + Days
Varies by course ranging from one to multiple days
Technical Needs
Specific requirements are clearly noted on the course page
Virtual Classroom
Ideal for those who appreciate live education instruction, but looking to save on travel. A virtual classroom affords you many of the same learning benefits as traditional–all from the convenience of your office.
Interaction
Highly Interactive
On-going interaction with instructor throughout the entire virtual classroom event
Interaction with peers/professionals via online environment
Components (May Include)
Live online instructor-led delivery of course modules, discussions, exercises, case studies, and application opportunities
Supplemental learning elements such as: audio/video files, tools and templates, articles and/or white papers
E-course materials available up to one week prior to the course start date. Recorded playback and supplemental materials available up to seven days after the live event.
Duration
Varies by course ranging from one to multiple sessions
Technical Needs
Adobe Flash Player
Acrobat Reader
Computer with sound capability and high-speed internet access
Phone line access
E-Learning
A self-paced, online learning experience that allows you to study any time of day. Course material is pre-recorded by an instructor and you have the flexibility to view content modules as desired.
Interaction
Independent Learning
Components (May Include)
Pre-Recorded
Pre-recorded course modules
Supplemental learning elements such as: audio/video files, online quizzes
E-course materials start on the day of purchase
Optional purchased print material ships within 7 business days
Duration
120 Days - Anytime
120-day access starts on the day of purchase
Direct access to all components
Technical Needs
Adobe Flash Player
Acrobat Reader
Computer with sound capability and high-speed internet access
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Contact Sponsor
E-Reward
Online
Paul Thompson
Phone: 1 44 01614322584
Contact by Email | Website
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Global Sales Compensation Practices Survey©

Survey

The Global Sales Compensation Practices Survey© examined four main topics: annual design process; governance; sales crediting; and annual sales meetings. The survey gathered data from companies with operations globally.

Survey Results

Introduction

The survey examined four topics. The key findings include: Annual Design Process: Many companies make changes to the sales compensation plans on an annual basis. The primary reason for these changes is to improve sales objective alignment with business strategy. Governance: Global companies have many choices to organize and govern sales compensation practices. Generally, corporate HQ provides worldwide direction to policies affecting pay competitiveness, program approval and design principles. Local management is responsible for such decisions as quotas and local contests and spiffs. Overall, the data suggests policy decisions tend to be made globally and application decisions locally. Sales Crediting: Generally, companies split the sales credit for sales influenced by sellers in different regions of the world. Most companies do not make any adjustments for currency fluctuations. Annual Sales Meeting: Most sales organizations have an annual sales meeting; some are global, others are held locally. Often, sales performance recognition is part of the agenda. Less than one-third of the companies have a separate President’s Club for high achievers. These events are often held at foreign resort destinations and frequently include guests. The survey gathered data from companies with operations in multiple countries. Data was submitted in July 2012 and the results were published in August 2012.

Available Reports

  • 2012
  • 2011