Designing Sales Incentive and Commission Schemes

A poorly designed commission scheme can reward the wrong behaviour and drain margins, while a good one drives growth. This programme helps HR and reward teams build sales incentive plans that motivate the right outcomes without unintended consequences. Using examples from African retail, distribution and financial services, delegates learn to model payouts, set fair targets and govern schemes over time.

What you will be able to do

Diagnose the behaviours a sales incentive scheme should drive.
Choose between commission, bonus and mixed reward models.
Set targets, thresholds and accelerators that are fair and affordable.
Model payout scenarios and scheme cost.
Guard against gaming and unintended consequences.
Govern, review and communicate scheme changes.

Course outline

01Linking incentives to sales strategy
02Reward models and plan structures
03Target setting and quota design
04Payout curves, thresholds and accelerators
05Cost modelling and affordability
06Preventing gaming and disputes
07Scheme governance and review
08Communicating incentive plans

Who should attend

Reward and compensation specialists, HR business partners and sales operations managers who design or manage incentive schemes.

Dates, venues and fees

Dates	Venue	Days	Fee
17 to 18 Aug 2026	Lusaka	2	US$1,100
24 to 25 Aug 2026	Kigali	2	US$1,100
31 Aug to 1 Sep 2026	Nairobi	2	US$1,100
7 to 8 Sep 2026	Durban	2	R10,000
14 to 15 Sep 2026	Johannesburg	2	R10,000
28 to 29 Sep 2026	Mauritius	2	US$1,100
5 to 6 Oct 2026	Dubai	2	US$1,100
12 to 13 Oct 2026	Lagos	2	US$1,100
19 to 20 Oct 2026	Harare	2	US$1,100
26 to 27 Oct 2026	Kampala	2	US$1,100
2 to 3 Nov 2026	Dar es Salaam	2	US$1,100
9 to 10 Nov 2026	Pretoria	2	R10,000
16 to 17 Nov 2026	Cape Town	2	R10,000
30 Nov to 1 Dec 2026	Online	2	US$900
7 to 8 Dec 2026	Mozambique	2	US$1,100
14 to 15 Dec 2026	Cairo	2	US$1,100
21 to 22 Dec 2026	Accra	2	US$1,100

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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Training a whole team?

We can run Designing Sales Incentive and Commission Schemes privately for your team, on your dates and built around your own systems. Group delivery is usually more cost effective from about six delegates.

Run this in-house