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Sales Incentive and Commission Scheme Design

A poorly designed commission scheme rewards the wrong behaviour and demotivates good people. This programme helps sales leaders and finance partners design incentive plans that drive the results the business actually wants, remain affordable and feel fair to the team. Case work reflects African pay structures, mixed direct and channel teams and multi currency operations.

What you will be able to do

  • Link incentive design to commercial strategy and priorities.
  • Choose the right mix of base pay, commission and bonuses.
  • Set fair and achievable targets and quotas.
  • Model scheme cost and payout scenarios before launch.
  • Avoid perverse incentives that distort sales behaviour.
  • Communicate and roll out a scheme so the team trusts it.

Course outline

  1. 01Linking incentives to strategy
  2. 02Pay mix and scheme structures
  3. 03Setting targets and quotas
  4. 04Accelerators, caps and thresholds
  5. 05Modelling cost and payout scenarios
  6. 06Avoiding perverse incentives
  7. 07Governance and dispute handling
  8. 08Communicating and launching the scheme

Who should attend

Sales directors and managers, HR reward specialists, finance business partners and commercial leaders who design or approve sales pay.

Dates, venues and fees

DatesVenueDaysFeeCalendar
17 to 18 Aug 2026Online2US$900
24 to 25 Aug 2026Mozambique2US$1,100
31 Aug to 1 Sep 2026Cairo2US$1,100
7 to 8 Sep 2026Accra2US$1,100
14 to 15 Sep 2026Lusaka2US$1,100
21 to 22 Sep 2026Kigali2US$1,100
28 to 29 Sep 2026Nairobi2US$1,100
5 to 6 Oct 2026Durban2R10,000
12 to 13 Oct 2026Johannesburg2R10,000
26 to 27 Oct 2026Mauritius2US$1,100
2 to 3 Nov 2026Dubai2US$1,100
9 to 10 Nov 2026Lagos2US$1,100
16 to 17 Nov 2026Harare2US$1,100
23 to 24 Nov 2026Kampala2US$1,100
30 Nov to 1 Dec 2026Dar es Salaam2US$1,100
7 to 8 Dec 2026Pretoria2R10,000
14 to 15 Dec 2026Cape Town2R10,000

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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