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Webinar: Sales Force Compensation Techniques

Sales Force Compensation Techniques

Intermediate level course, designed for those who want to deepen the design and administration of sales incentive plans.

Date - Hour:

October 3 2019, 11:00 AM (Caracas Time)

Registration fee:


Course code:



Sales Compensation

Field of study:

Incentive Plans


Human Resources Managers, Compensation Managers, Compensation Specialists, Compensation Analysts, Sales Managers, Sales Operations Managers, Personnel involved in the design and / or administration of incentive plans for the sales force

Difficulty level:





Bachelor in some field such as Industrial Relations, HR, Finance, Administration or similar

Previous preparation:





This is an intermediate level course, designed for those who want to deepen the design and management of sales incentive plans.

In general, it covers two fundamental aspects: the first one, related to the fundamental aspects of the DNA of the sales incentive plans. The second one a specific aspect of the plans which is the configuration and design of the payment tables

Learning objectives

Firts objectives

  • Alignment
  • Design
  • Performance Measures-Tables
  • Model of External Competitiveness and Internal Equity
  • Government Module
  • Second Objective
  • Know more in detail how to develop the tables of sales incentive plans and what are the fundamental aspects to take into account. Examples of anonymous real cases that illustrate the application are presented


Federico López Saavedra is a highly respected professional in the field of Compensation in the world. As final responsible for global, international and local projects in different areas such as Sales Compensation, Executive Compensation, Talent Retention and Total Reward, among others, he has served more than 100 clients in different continents including Latin America, United States, Europe and Asia. In addition to this experience, Federico has worked in sales, post-sales and logistics, finance, market and human resources in world-renowned organizations belonging to the Fortune 500. His experience has allowed him to give a holistic vision to the corporate culture of Thomas More Management Consulting, of which he is Managing Partner and founder (2003).

In his current position, Federico has made TMC the number 1 company in Sales Compensation and Talent Retention in the country. The best and / or largest national and international companies develop their sales compensation plans directly under their tutelage, subject of which they wrote a book. Likewise, it has managed to develop consistently in the international market in this area, developing sales incentive plans for almost all continents.

For more than 30 years he was a professor at the School of Social Sciences of the UCAB and is currently a professor at the Institute of Higher Studies in Administration (Iesa Venezuela). He has given lectures and master classes at the IE Business School in Spain. He has been a speaker at events and talks from different chambers, associations and institutions such as VenAmCham, Venezuela Banking Association, Venezuela Insurance Chamber, IESA, UCV and UCAB. He has also been invited in Ireland, Colombia, Mexico, Brazil, Singapore, Panama and the Dominican Republic. He was a member of the Global Executive Committee of Actuarial Science International Associates (Asinta). His articles have been disseminated by various publications and institutions, including WorldatWork Journal of WorldatWork. He is the author of Sales Compensation, for sale on Amazon ©, in English and Spanish.


Participants must attend the 90 minutes to receive a digital certificate of attendance to the Webinar by email

Power Point presentation:

All attendees will receive a PowerPoint slideshow of this Webinar


To see and hear the presentation you need:

  • Computer PC or Mac / tablet / phone with browser and internet connection
  • Telephone or speakers

The platform to be used will be Zoom Webinars. You can review the platform's use requirements at