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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.

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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

DatesVenueDaysFeeCalendarRegister
28 to 29 Oct 2026Johannesburg2R10,000Register
29 to 30 Oct 2026Cape Town2R10,000Register
2 to 3 Nov 2026Durban2R10,000Register
3 to 4 Nov 2026Pretoria2R10,000Register
4 to 5 Nov 2026Windhoek2US$1,100Register
5 to 6 Nov 2026Gaborone2US$1,100Register
9 to 10 Nov 2026Maseru2US$1,100Register
10 to 11 Nov 2026Mbabane2US$1,100Register
11 to 12 Nov 2026Lusaka2US$1,100Register
12 to 13 Nov 2026Harare2US$1,100Register
16 to 17 Nov 2026Lilongwe2US$1,100Register
17 to 18 Nov 2026Blantyre2US$1,100Register
18 to 19 Nov 2026Mozambique2US$1,100Register
19 to 20 Nov 2026Nairobi2US$1,100Register
23 to 24 Nov 2026Dar es Salaam2US$1,100Register
24 to 25 Nov 2026Kigali2US$1,100Register
25 to 26 Nov 2026Kampala2US$1,100Register
26 to 27 Nov 2026Accra2US$1,100Register
30 Nov to 1 Dec 2026Lagos2US$1,100Register
1 to 2 Dec 2026Cairo2US$1,100Register
2 to 3 Dec 2026Mauritius2US$1,100Register
3 to 4 Dec 2026Dubai2US$1,100Register
7 to 8 Dec 2026Online2US$900Register

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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