What we will cover

  • What's the difference

    We unpack the difference between a sales budget and target. When to pay commissions or incentives and why.

  • Behaviour vs. Performance

    Understand performance and behaviour, how incentives can influence it both positively and negatively.

  • How much and why

    Best practice and the concepts of paying for performance. How to budget for incentives, commission and sales bonuses.

Course curriculum

  • 01

    Welcome to the course!

    • A message from your instructor

    • How to use this course

    • Before we begin...
  • 02

    Sales Budget VS Sales Target

    • What is a sales target?

    • What is a sales budget?

    • Importance of budgets and targets

    • What is the difference between budget & target?

    • Test your learning
  • 03

    The Allocation

    • Allocation of budgets & targets in sales

    • Factors that affect sales budgeting.

    • Breaking down coverage

    • Solution selling guidelines for setting targets

    • Resources VS sales goals

    • Test your knowledge
  • 04

    Rewards & Incentives

    • What are incentives?

    • The purpose of incentives.

    • Aligning incentives to the sales goals.

    • Incentive program budget

    • Test your knowledge
  • 05

    Resources

    • Additional information

Course Contributor & Coach

SalesRehab provide services and solutions that drive sales performance and ensure sales success. As management consultancy they partner with clients for long-term growth and help them move ahead with clarity, confidence, optimal systems and skilled sales talent.

Sales Rehab

Content Contributor

Course Contributor & Coach

Maud Botten