Sales Commissions And Bonuses

[LeeAndro]

Published 7/2022MP4 | Video: h264, 1280x720 | Audio: AAC, 44.1 KHzLanguage: English | Size: 698.62 MB | Duration: 1h 29m

Sales commissions / sales bonuses / sales compensation

What you'll learn
Sales Commissions
Sales Bonuses
Sales Compensations
Having an understanding of sales commissions
Business concepts that aim to motivate sales team by giving sales commissions
Identifying the goal of the sales representative by learning about their commission structure
Calculating and analysing sales commissions
Requirements
Basic Excel
Description
In this course you are going to learn about sales commissions, how it is calculated and why it is important.​

At the end of the course you will be able to calculate commissions with CRM data, for various commission systems. First we will start with the basics of sales commissions, which will include the teology that will be really useful to understand the concept and to understand the following sections. Then we will focus on the components and dependencies of commission calculations such as quotas, on target incentives, on targets earnings, ramps, capped amounts etc. Finally we will make commission calculations with a CRM data. First we will be familiar with the CRM data and create summary tables for achievement measurements of sales teams. Then we will have 5 different scenarios that will show various commission plans, and we will be working on the calculations of these scenarios. These scenarios will contain calculations for sales development representatives, account executives, with scenarios where the bonus is capped, or some employees will be in ramping phase, or even an odd commission calculation where there are achievement grades that will change the percentage of the commission calculation. At the end of the course you will be able to calculate any given commission plans, by using the given examples and by being creative and adding up on these examples.

Overview

Section 1: Introduction

Lecture 1 Introduction

Section 2: Sales Commissions Basics

Lecture 2 Who should learn about sales commissions

Lecture 3 Why is commissions important

Lecture 4 Sales team structure and roles

Lecture 5 How to motivate sales teams

Lecture 6 Commission teology part 1

Lecture 7 Commission teology part 2

Lecture 8 How to measure performance: CRM Systems

Lecture 9 Tools to calculate commissions

Section 3: Components and Dependencies of Commissions

Lecture 10 Different quota types

Lecture 11 Quota examples based on sales roles

Lecture 12 Ramps and ramping percentages

Lecture 13 On target incentives (OTIs)

Lecture 14 Commission plans without a planned OTI

Lecture 15 Commission accelerators

Lecture 16 Commission capping

Section 4: How to calculate the commissions

Lecture 17 CRM Data Introduction

Lecture 18 CRM Data Analysis and Summary Table

Lecture 19 Example Scenario 1: Employees with OTI & Not Capped

Lecture 20 Example Scenario 2: Employees with OTI & Capped

Lecture 21 Example Scenario 3: Employees with OTI in Ramping Phase (Not Capped)

Lecture 22 Example Scenario 4: External Hires without OTI

Lecture 23 Example Scenario 5: Employee with OTI with Performance Grades

Section 5: Conclusion and Congratulations

Lecture 24 Conclusion and Congratulations

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