Strategic Human Resources Consulting

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Live Certified Sales Compensation Professional Prep Course (CSCP)

Instructor and facilitator: Joseph F. DiMisa, Senior Vice President, Sibson Consulting, WorldatWork Faculty Member and CSCP

This live, certified sales compensation preparation prep course, provides the essential concepts, information, understandings and material to ensure that those who make the investment in becoming certified have been adequately prepared to take the certification test. The course follows a logical sales compensation assessment and design order and covers all of the key areas needed to pass the course.

The virtual classroom setting environment is structured in two 90 minute increments that covers key modules of sales compensation assessment and design. There is no pre-work and attendees will receive a study guide to use in preparation for the exam. This class is offered once per quarter.


Q1 Session, March 14 & 16 at 1pm Eastern

Course Overview:

Module One: An Overview of Incentive Design Process
  • Purpose of sales compensation
  • Key sales compensation terms
  • Incentive compensation methods

Module Two: Influences on Sales Compensation Design
  • Drivers of sales compensation design
  • Go-to-market strategy
  • Sales channels

Module Three: Design Components
  • Eligibility
  • Target cash compensation
  • Pay mix
  • Calculation methods
  • Performance measures
  • Performance and payout arrangements

Module Four: Plan Refinement and Testing
  • Calculating formulas
  • Quota setting
  • Testing of plans

Module Five: Plan Implementation
  • Terms and conditions
  • Plan qualifiers
  • Employee admin
  • Tracking and payment

Module Six: Assessing Plan Effectiveness
  • Plan evaluation
  • Assessing plans
  • Analytics

Module Seven: Test Structure and Exam Taking Tips
  • Test topic areas
  • Test taking strategies
  • Areas to look out for
  • Test Tips from first time passing CSCPs

Joseph DiMisa
Joseph DiMisa, Senior Vice President & Practice Leader, Sibson Consulting

Joe DiMisa is currently Senior Vice President and head of Sibson Consulting’s Sales Force Effectiveness Practice. He has over 20 years of experience in both the corporate and advisory world providing thought leadership and expertise to many public and private organizations. Mr. DiMisa writes and speaks frequently on all sales operational topics. He is a certified Work at Work Instructor and course designer for the (C-5) - Elements of Sales Compensation class and the (C-17) - Compensation Benchmarking class. He also helped develop the Certified Sales Compensation Professional (CSCP) designation and has written two sales effectiveness and sales compensation business books.


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