Commission Plan Design - Essentials

Learn how to design and apply sales commission programs that work for your company | taught by David Cocks

Course description

This is a 16-36 hr hands-on interactive course in which a variety of sales compensation concepts will be presented.

You can print the course material and download the many videos.

As you review the nature of the various compensation plans used, you will be entering the plans into CompensationMaster proprietary software and comparing the sales rep share using charts and graphs. 

You will analyze and compare the financial impact of the plans on the sales reps and thereby discover when plans are competitive and when they are not.

The compensation plans are tied directly to the P/L during the creation of sales compensation plans and each sales rep now becomes a profit center.

This course shows the effect that different compensation plans can have on a company's profitability, sales force recruiting, retention and improving market share.



This course requires the use of proprietary software that will be licensed to the participant once enrolled and will stay active on the participants PC (Mac version not available) for the 60-day course duration (Approx 16-36 Hrs). Once enrolled, there are no refunds for not completing the course within the allotted time frame.

Once you enroll in the course you must email to obtain a license. 

Please follow these email instructions to obtain your software license:

1- Copy and paste the following into the Subject: of the email.

"Commission Plan Business Modeling - Essentials" Course Software License Request"

2 - Copy and paste the following into the body of the email.

"I have read the Enrollment Notice and understand that the software license is for use on a single PC and I will not receive a refund once the course and software license has been issued."

Allow 2 business days for us to license you and send your license and download instructions.

Your license will remain active for at least 60 days during the time frame of the course after which time, the software will become inactive and nothing further is required of you and you will not incur any further charges.

If you wish to maintain a software license the participant must be sponsored by a CM Global Partner Compensation Coach. Please send requests for sponsorship to

In the subject enter “Request for a COMPENSATION COACH”

David Cocks
David Cocks
CEO, CM Global Partners

David is a visionary and thought leader in LEAN Sales Compensation. He is the founder of CompensationMaster, a powerful software using LEAN process improvement, which fixes and enriches sales compensation plans to improve retention, recruiting, net income and shareholder value.

His 33 plus year compensation career includes extensive experience in Pareto Optimality, LEAN thinking, change management, theory of constraints, accounting, socio-economics, financial modeling, sales compensation (teams, management, over-rides, channel partners), incentives, transparency and fairness.

David is the co-author of "Compensation Planning: The Key to Profitability."

He is highly respected in the industry, quoted frequently as an expert in sales force compensation, has had a number of articles published, and speaks often at industry events.

Course Curriculum

Commission Plan Design & Business Modeling - The Essential Components
​ENROLLMENT NOTICE: Getting access to the software
Book - Compensation Planning The Key To Profitablility
SECTION A​ - Course Caveat - Notice of Intent
Legal Caveat Quiz
Message To The Participants
Course Outline
Introduction and Course Objectives
Interaction with the software
Incremental Plan
The Retroactive Plan
Case Study A
How to Download CompensationMaster Progress File 1
Download Progress File 1 (PRG_001.pl7)
Case Study A - Exercise
The 100% Plan
The High Split Plan with Charge Backs
Case Study B - Agent and Plan Relationship
Download Progress File 2 (PRG_002.pl7)
Brief Review of Key Points
Rolling Average Plan
The Effect of Combining Schedules
The Effect of Combined Schedules Video
Case Study "C"
Download Progress File 3 (PRG_003.pl7)
After Off The Top Fees
After Off-The-Bottom
The Basic Plus Plan
Expressing Splits In Different Terms
11-Case Study "D" -Compensation Plan Wrap Up Exercises
​SECTION B - Course Outline
Introduction and Course Objectives - Section B
Contribution Margin
Contribution Margin Break Even Example Spreadsheet
Exploring Break Even
Business Summary
Example 2B Download File
Company Profits
The Fixed Expense Per Agent
The Fixed Expense Divisor (FPE)
High and Low Producers
Example 2C Download - Download Example 2C Before Next Session
Section C - Course Outline
Understanding Graphs, Charts and Alias
Example2F Download
Designing Profitable and Attractive Compensation Plans
Meeting The Competition
Section D - Course Outline
Example 2D Download
Case Study 2D - Competing In The Real World
Download Progress File 4 (PRG_004.pl7)
Course - Answers to Questions
Understanding the BRI Breakeven Index - Video
Business Summary
Lets Get Started Designing a Commission Model - Video
Quick Start - Building Your Business Model
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