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 terminology 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 terminology part 1
Lecture 7 Commission terminology 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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Homepage

https://www.udemy.com/course/sales-commissions/