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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.

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Register for this course

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

  1. 01Linking incentives to sales strategy
  2. 02Reward models and plan structures
  3. 03Target setting and quota design
  4. 04Payout curves, thresholds and accelerators
  5. 05Cost modelling and affordability
  6. 06Preventing gaming and disputes
  7. 07Scheme governance and review
  8. 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

DatesVenueDaysFeeCalendarRegister
28 to 29 Sep 2026Durban2R10,000Closed
29 to 30 Sep 2026Pretoria2R10,000Closed
30 Sep to 1 Oct 2026Windhoek2US$1,100Closed
1 to 2 Oct 2026Gaborone2US$1,100Closed
5 to 6 Oct 2026Maseru2US$1,100Closed
6 to 7 Oct 2026Mbabane2US$1,100Closed
7 to 8 Oct 2026Lusaka2US$1,100Closed
8 to 9 Oct 2026Harare2US$1,100Closed
12 to 13 Oct 2026Lilongwe2US$1,100Closed
13 to 14 Oct 2026Blantyre2US$1,100Register
14 to 15 Oct 2026Mozambique2US$1,100Register
15 to 16 Oct 2026Nairobi2US$1,100Register
19 to 20 Oct 2026Dar es Salaam2US$1,100Register
20 to 21 Oct 2026Kigali2US$1,100Register
21 to 22 Oct 2026Kampala2US$1,100Register
22 to 23 Oct 2026Accra2US$1,100Register
26 to 27 Oct 2026Lagos2US$1,100Register
27 to 28 Oct 2026Cairo2US$1,100Register
28 to 29 Oct 2026Mauritius2US$1,100Register
29 to 30 Oct 2026Dubai2US$1,100Register
2 to 3 Nov 2026Online2US$900Register
14 to 15 Dec 2026Johannesburg2R10,000Register
17 to 18 Dec 2026Cape Town2R10,000Register

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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