The Practical Guide to Sales Compensation

Name: The Practical Guide to Sales Compensation
Rating: 4.7 (8 reviews)

How do you measure and pay sales reps? This is 10 years of sales compensation wisdom boiled down to 3 hours.

Last updated 7/2025

English

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What you'll learn

Gain the skills to design and build effective sales bonus and commission plans that motivate sales representatives while ensuring financial responsibility.
Perform market analysis to determine competitive compensation packages and establish appropriate pay structures for different sales roles.
Define and apply core sales compensation terms, including On-Target Earnings (OTE), Pay Mix, and various sales performance metrics.
Navigate complex scenarios related to sales credit, timing, employment status, and windfall deals, and apply best practices for sales contests.

8 sections • 11 lectures • 3h 11m total length

Introduction & Expectations1:35
In this section, I'll introduce myself and the course. I'll also cover how you can get the most out of this course.
Sales Compensation as a Critical Strategy3:19
In this section, I'll cover how Sales Compensation is used as a mission critical People and Business strategy.

On-Target Earnings, Pay Mix, and Market Analysis (PT1)23:07
In this section, I will introduce foundational and philosophical items to help you create a scalable and equitable compensation program for your sales reps.
After watching this lesson you'll know how to create the perfect compensation package across base salary and variable compensation components for a variety of different sales roles. You'll also learn how to perform free Market Analysis aka you'll learn how to figure how much you should pay your sales reps.
On-Target Earnings, Pay Mix, and Market Analysis (PT2)23:08
In this section, I will introduce foundational and philosophical items to help you create a scalable and equitable compensation program for your sales reps.
After watching this lesson you'll know how to create the perfect compensation package across base salary and variable compensation components for a variety of different sales roles. You'll also learn how to perform free Market Analysis aka you'll learn how to figure how much you should pay your sales reps.

Sales Performance Concepts (PT1)12:23
In this section, I'll cover terms and concepts related to sales performance that you'll need to know as you start building your sales compensation plans with a bunch of worked examples.
After watching this lesson, you'll understand the different ways to measure different types of sales reps, understand what types of quotas are used, and learn how often to measure and pay your sales reps.
Sales Performance Concepts (PT2)19:18
In this section, I'll cover terms and concepts related to sales performance that you'll need to know as you start building your sales compensation plans with a bunch of worked examples.
After watching this lesson, you'll understand the different ways to measure different types of sales reps, understand what types of quotas are used, and learn how often to measure and pay your sales reps.

Sales Bonus Plan34:22
This section outlines the how a Sales Bonus Plan would typically work with base pay, variable pay, and pay tables component with a lot of worked examples.
After watching this lesson you'll know how to build bonus plans that maximizes sales rep motivation, but also ensures the plan is financially responsible. You'll learn about half a dozen different types of Sales Bonus Plans and understand when to use specific types of plans.

Sales Commission Plan17:53
This section outlines the how a Sales Commission Plan would typically work with base pay, variable pay, pay tables, and draw components with a lot of worked examples.
After watching this lesson you'll know how to build commission plans that maximizes sales rep motivation, but also ensures the plan is financially responsible. You'll learn about half a dozen different types of Sales Commission Plans and understand when to use specific types of plans.

Sales Compensation Policies36:56
In this section, I'll covers terms, concepts, and policies that you'll need to know as you start building your sales compensation plans with a bunch of examples.
After watching this lesson you'll learn about how and when to give sales reps "credit" for their deals, you'll learn what to do if a sales rep quits in the middle of the measurement period, and you'll learn what to do if a sales rep gets a "once-in-a-lifetime" or "lucky" deal that creates massive exposure.

I am Anish Shah. I will demystify sales compensation and teach you everything you need to know in order to build sales comp plans.
This is the MOST practical course in the market, the ONLY course with downloadable spreadsheets, and taught by an industry EXPERT who led sales compensation at two revered sales organizations.
This course is a series of 12 video lessons (over 3 hours of content) with tons of worked examples. Additionally, you'll get access to editable spreadsheets to leverage in your job or business immediately. Lastly, students can email my anytime for any ongoing help, support, or questions.
After taking this course, you'll understand foundational sales compensation concepts, know how to design an effective sales compensation plan, you'll be able to conduct market research to know how much to pay sales, and you'll be able to implement sales comp policies and best practices.
Analysts/Sales Managers will advance their careers and Owner/Operators will accelerate their revenue with this practical guide.
I want this investment in this course to be an absolute no-brainer for you. If you watch all the video lessons and still don’t find the course useful, then send me an email within 30 days of your purchase and I'll happily provide a refund.

Sales/Operations/Compensation Analysts looking to advance their careers by mastering sales compensation.
Sales Managers/Leaders looking to hire the best sales reps.
Owner/Operators seeking to accelerate revenue through effective sales compensation strategies.