Sales Commission Plan - Business Modeling

Commission Plan Business Modeling - Essentials

Learn how to design sales commission programs that work for your company using a Contribution Margin Approach - A Challenged Based Learning Course (CBL)

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Course Description

This hands-on, interactive course spans 16-36 hours and covers a wide range of sales compensation concepts.

Participants can print course materials and download numerous videos.

Throughout the course, you'll explore various compensation plans, input them into CompensationMaster's proprietary software, and use charts and graphs to compare the sales rep share.

You'll analyze and compare the financial impact of these plans on sales reps, identifying when plans are competitive and when they are not.

The compensation plans are directly linked to the profit and loss (P&L) statement during the creation process, transforming each sales rep into a profit center.

This course demonstrates how different compensation plans can affect a company's profitability, sales force recruitment, retention, and market share improvement.

Please read and agree to the enrollment notice before enrolling.

ENROLLMENT NOTICE:

This course requires the use of proprietary software that will be licensed to the participant once enrolled and will stay active on the participants PC (Mac version not available) for the 60-day course duration (Approx 16-36 Hrs). Once enrolled, there are no refunds for not completing the course within the allotted time frame.

Once you enroll in the course you must email [email protected] to obtain a license.

Please follow these email instructions to obtain your software license:

1- Copy and paste the following into the Subject: of the email.

"Commission Plan Business Modeling - Essentials" Course Software License Request"

2 - Copy and paste the following into the body of the email.

"I have read the Enrollment Notice and understand that the software license is for use on a single PC and I will not receive a refund once the course and software license has been issued."

Allow 2 business days for us to license you and send your license with the download and installation instructions.

Your license will remain active for at least 60 days during the time frame of the course after which time, the software will become inactive and nothing further is required of you and you will not incur any further charges.

Licensing Information:

Our software licenses are tailored to the number of sales representatives within your company and the desired duration of the license. You can choose between a one-year or three-year license, depending on your needs.

One-Year License: Ideal for companies seeking flexibility and short-term solutions. This license provides full access to our software for one year, allowing you to optimize your sales commission plans effectively.
Three-Year License: Perfect for companies looking for long-term stability and cost savings. This extended license offers continuous access to our software for three years, ensuring sustained support and updates.

To determine the appropriate license for your company, please provide the number of sales representatives. Our team will assist you in selecting the best option to meet your business requirements.

When sending your licensing request, please include the number of sales representatives and the desired term of the license (one-year or three-year).

If you wish to maintain a software license beyond the course duration, please send your licensing request to [email protected] with the subject line: “Request for Licensing”

CEO, CM Global Partners

David Cocks

**Unlock the Secrets to Optimal Compensation with David Cocks** Picasso once said, "Good artists borrow, great artists steal." But in commission-driven sectors, copying a competitor’s compensation plans can backfire, disrupting your business and sales team dynamics. David Cocks, the visionary founder of CompensationMaster©, learned this firsthand. Starting as a top-producing real estate agent at just 21, David climbed the ranks to VP Marketing and eventually Co-Owner, overseeing 600 agents across 30 offices in Canada. When a rival company poached his best producers with an enticing compensation plan, David's curiosity was piqued. He envisioned a system that not only rewarded productivity but was fair and adaptable across industries. Thus began his quest to create the perfect compensation system. After years of dedication, David and his team cracked a code that remains unmatched. The breakthrough? Treating revenue by sales agents as a critical factor in designing optimal compensation plans, alongside precise expense management. CompensationMaster© revolutionizes commission design by seamlessly connecting expenses, revenue, and commission structures. Any change in one category recalculates in real-time, providing instant solutions to adapt to the ever-changing business landscape. Over the past three decades, CompensationMaster© has empowered hundreds of companies, supporting over 70,000 sales agents in 8 countries, including prestigious brands with up to 10,000 salespeople. Now, through his challenge-based learning courses, David Cocks shares 33 years of expertise in compensation design. Dive deep into design, analysis, what-if scenarios, recruiting, retaining, company expansion, acquisitions, market adaptation, and insider tips to stay ahead in your field. Join David Cocks and master the art of compensation strategy to elevate your business to new heights.

Course curriculum

1

Commission Plan Design & Business Modeling - The Essential Components
2

Getting Started
- Course Caveat - Notice of Intent
- Legal Caveat Quiz
- Message To The Participants
3

Section A - Financial Impact of Commission Plan Designs
- A1.0_Course Outline
- A1.1_Introduction and Course Objectives
- A1.2_Interaction with the software
- A1.3_Incremental Plan
- A1.4_The Retroactive Plan
- A1.5_Case Study A
- A1.6_How to Download CompensationMaster Progress File 1
- A1.7_Download Progress File 1 (PRG_001.pl7)
- A1.9_Case Study A - Exercise
- A1.10_The 100% Plan
- A1.11_The High Split Plan with Charge Backs
- A1.12_Case Study B - Agent and Plan Relationship
- A1.13_Download Progress File 2 (PRG_002.pl7)
- A1.14_Brief Review of Key Points
- A1.15_Rolling Average Plan
- A1.16_The Effect of Combining Schedules
- A1.17_The Effect of Combined Schedules Video
- A1.18_Case Study "C"
- A1.19_Download Progress File 3 (PRG_003.pl7)
- A1.20_After Off The Top Fees
- A1.21_After Off-The-Bottom Fees
- A1.22_The Basic Plus Plan
- A1.23_Expressing Splits In Different Terms
- A1.24_Case Study "D" -Compensation Plan Wrap Up Exercises
4

Section B - Examine breakeven point in creating compensation plans
- B1.0_SECTION B - Course Outline
- B1.1_Introduction and Course Objectives - Section B
- B1.2_BreakEven
- B1.3_Contribution Margin
- B1.4_Exploring Break Even
- B1.5_Business Summary
- B1.6_Example 2B Download File
- B1.7_Company Profits
- B1.8_The Fixed Expense Per Agent
- B1.9_The Fixed Expense Divisor (FPE)
- B3.10_High and Low Producers
- B3.11_Example 2C Download - Download Before Next Session
5

Section C - Understanding your data - Graphs and Charts
- C1.0_Section C - Course Outline
- C1.1_Understanding Graphs, Charts and Alias
- C1.2_Example2F Download
- C1.3_Designing Profitable and Attractive Compensation Plans
- C1.4_Meeting The Competition
6

Section D - Developing a Business Acumen
- D1.0_Section D - Course Outline
- D1.1_Example 2D Download
- D1.2_Case Study 2D - Competing In The Real World
- D1.3_Download Progress File 4 (PRG_004.pl7)
- D1.4_Course - Answers to Questions
- D1.5.10_Understanding the BRI Breakeven Index - Video
- D1.6_Business Summary - Financial Impact Analysis
7

Section E - Building Your Business Model
- E1.0_Lets Get Started Designing a Commission Model - Video
  FREE PREVIEW
- E1.1_Quick Start - Building Your Business Model
- E1.2_Importing Your Data into CompensationMaster Software
- E1.3_Creating Expense Import Data Files
- E1.4_Creating Revenue Import Data Files
- E1.5_Importing Expense and Revenue into a working Scenario file

Buy $1,495.00

Commission Plan Business Modeling - Essentials

This challenged-based course teaches you how to design various commission plans with short, easy-to-follow lessons and videos, which include the evaluation of the financial impact on the company before implementation.

History of CompensationMaster Software

Watch our 2 min video on how and why CompensationMaster Software was created

ENROLLMENT NOTICE: Getting access to the software

Commission Plan Design & Business Modeling - The Essential Components

Book - Compensation Planning The Key To Profitability

Course Caveat - Notice of Intent

Getting Started

Legal Caveat Quiz

Getting Started

Message To The Participants

Getting Started

A1.0_Course Outline