Applied Business Science

Applied Business Science

The intersection of business and technology

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Series Description

How to Build a Basic Sales Compensation Plan—A Free Webinar

DATE: Wednesday, Oct. 16, 2019
TIME: 10–11 a.m. (PT)
MODE: Live & Online
COST: Free

Sales compensation to drive performance—Compensation is one of the key drivers of sales performance and sales compensation design is quickly becoming a must-have skill for sales operations professionals.

In this 60-minute webinar, you’ll get an overview of the design process, learn about different types of plans and find out about the top resources in compensation design. Get the fundamentals here and learn more in the UCSC Silicon Valley Extension Applied Business Science Series.

INSTRUCTOR: DAMARIS LASA, digital analyst and sales operations program lead Damaris Lasa has been a senior data analytics consultant, training professional, and marketing leader for more than 10 years. She currently heads up the Sales Operations program for GreenFig, a market-driven education company that is partnering with UCSC Extension in Santa Clara to prepare learners for the demands of today's economy.

The Data-Driven Approach to Sales Compensation Design—A 2-Day Workshop

DATE: Tuesday, Nov. 12 & Wednesday, Nov. 13, 2019
TIME: 4–7 p.m. (PT)
MODE: Live & Online
COST: $675 (includes a $75 discount) 

A two-day workshop of tactical design strategies. Sales Compensation Planning is quickly becoming a must-have skill, but building a sales team and compensating them properly requires careful planning. To ensure you provide the right incentives to help your company achieve growth and success, you need to think strategically about the design of your compensation plans. You need to involve the right people, leverage the right data, use the right tools and communicate the plan effectively.

This two-day, live, instructor-led workshop will teach you best practices in sales compensation design to help ensure your plans align with your company’s goals and inspire your teams to perform above and beyond the competition. 

What You’ll Learn

  • How to prepare for a sales compensation plan design project
  • The typical roles within a sales team
  • Unique considerations for different sales roles
  • How to set sales targets across roles
  • How to tie compensation to the desired outcomes you want to achieve
  • How to determine On-Target Earnings
  • Typical payout formulas and mechanics
  • How to balance base pay and variable pay
  • How to use technology to optimize your planning
  • Motivation principles that guide design practices
  • Best practices for communicating your plan

Who This is For: This program is ideal for working professionals with 3-5 years of experience in sales operations who are familiar with sales roles, sales data and sales technology platforms like Salesforce CRM.

Erik Charles, vice president of product marketing, at Xactly Corp., is responsible for driving product strategy, defining product vision, and developing a strong team of product owners and designers. An accomplished professional with over two decades of experience in Marketing, Consulting, and Product Evangelization. Erik focuses on helping companies drive expansion and growth by better aligning positions, responsibilities, and incentives. He brings a multitude of skills ranging from multinational enterprise firms to small startups, allowing him to craft different models depending on the market, people, and corporate goals.

Learn the Fundamentals for Sales Operations Success—A 14-Week Program

DATE: Jan. 28 – April 30, 2020
TIME: Tuesdays and Thursdays, 5–7 p.m. (P.T.)
MODE: Live & Online
COST: $2,200

In this 14-week program you will practice the digital sales tools you need—territories, quotas, inventory, pricing—to grow profits. Our Sales Operation Science program meets online for live instruction and discussion twice weekly for 14 weeks. You’ll explore key technologies such as customer relationship management tools (Salesforce) and data analysis to launch a comprehensive sales strategy campaign for a real company.

This is where you learn to think like a strategist by monitoring and applying data so you can track your sales success. Throughout the program, you’ll have the opportunity to collaborate with team members on a project culminating in a final project presentation for members of the company’s management team. You should expect to spend four hours in live, online sessions per week, and an additional four to six hours completing assignments and project work.

  • Create essential sales reports for individual sales development representatives, sales management, and the organization;
  • Evaluate data quality and address potential issues;
  • Implement a plan to expand analytics use in an organization; and
  • Earn credentials in the Salesforce Trailhead badge program.

This course, is provided in partnership with GreenFig, a market-driven education company that delivers innovative programs to prepare learners for the demands of today's economy.

Cost: $2,200. This price includes a current discount of $550.
Required Credits: 13 CEUs
Duration: 14 weeks. Class meets live, online, Tuesdays and Thursdays, 5–7 p.m. (P.T.)


Course Units Fall Winter Spring Summer
1. Applied Business Science Courses
Sales Operations 13.0 CEU's

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