Course Overview
This comprehensive course teaches you how to design sales compensation programs that actually drive business results. Moving beyond basic tactical elements, you'll learn the RevEng framework that integrates guiding principles, corporate strategy, operational realities, and compensation mechanics into a unified system. Through real-world examples and practical frameworks, you'll master the art and science of creating compensation programs that motivate performance, attract talent, and align with business objectives.
Course Decription
Compensation Design 101 provides a systematic approach to building effective sales compensation programs using RevEng's proven Growth Excellence Model (GEM). The course covers the complete compensation design lifecycle—from strategic alignment through tactical execution—ensuring your compensation programs support sustainable revenue growth. You'll learn to navigate the complex interplay between corporate strategy, operational constraints, and compensation mechanics while avoiding common pitfalls that derail most programs. The course emphasizes practical application over theory, providing frameworks, templates, and real-world scenarios you can immediately apply.
Course Objectives
By completing this course, you will be able to: • Apply the five guiding principles that prevent compensation design failures • Connect compensation strategy to corporate objectives and operational realities • Design role-appropriate pay structures, measures, and incentive mechanics • Build compensation programs that balance motivation, retention, and budget constraints • Navigate regulatory requirements and compliance considerations • Create governance frameworks for sustainable program administration • Identify and avoid the most common compensation design pitfalls • Implement special incentives and flexibility mechanisms strategically
Who This Course is For:
This course is designed for professionals responsible for designing, implementing, or managing sales compensation programs: • Sales Operations & Revenue Operations Leaders seeking to optimize compensation as a performance driver • Total Rewards & HR/People Ops Professionals building integrated compensation strategies • Sales Compensation Professionals wanting a comprehensive framework beyond tactical design • Sales Leaders who need to understand how compensation drives team performance • FP&A Professionals responsible for modeling and budgeting sales compensation • Sales Professionals interested in understanding compensation mechanics and career progression • Consultants & Advisors helping organizations transform their go-to-market strategies
About RevEng
Founded in 2017, RevEng is a new type of consulting firm dedicated to driving measurable revenue growth through holistic commercial transformation. Our Growth Excellence Model (GEM) seamlessly integrates strategy, marketing, sales, operations, and people to deliver lasting, high-impact results. What sets us apart is our relentless focus on execution. Unlike traditional consultants, we work alongside you through every stage of implementation to turn strategy into tangible outcomes—while delivering exceptional value. Our agile, remote-first model allows us to offer world-class solutions with greater efficiency, ensuring your investment drives maximum impact.
About Your Instructor
Carmen Olmetti brings unique expertise at the intersection of go-to-market strategy and compensation design. As Founder & Partner at RevEng Consulting, Carmen leads revenue growth transformations for organizations seeking sustainable, scalable growth through integrated commercial strategies. Carmen's experience includes serving as Global Director of GTM Strategy & RevOps at LinkedIn, where she led strategic initiatives aligning sales, marketing, and operations at global scale. Prior to LinkedIn, she served as Global Vice President of Sales Incentive Compensation Strategy at SAP, designing and implementing compensation programs that drove performance across diverse global teams. With nearly two decades of consulting and corporate experience, Carmen has designed compensation programs for organizations ranging from high-growth startups to Fortune 500 enterprises. His approach combines strategic thinking with operational excellence, ensuring compensation programs not only look good on paper but actually work in practice.
Curriculum
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1
Module 1: About The Course
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Module 1 Description
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Meet The Instructor
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About RevEng
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How This Course Is Structured
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Sales Compensation Design 101 Primer
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2
Module 2: Compensation Design Guiding Principles
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Module 2 Description
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Module 2 Objectives
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What Are Guiding Principles?
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Market Competitive: Beyond Benchmarking
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Guiding Principle #1: Market Competitive
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Guiding Principle #2: Supports Company & LOB Culture
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Guiding Principle #3: Leadership
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Guiding Principle #4: Results Focused
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Guiding Principle #5: Simple & Scalable
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Module 2 Summary: The 5 Guiding Principles
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5 Guiding Principles for Sales Compensation Design
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3
Module 3: Corporate Level Elements
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Module 3 Description
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Module 3 Objectives
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What Are Corporate Level Elements?
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Corporate Element #1: Customer Segmentation
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Corporate Element #2: Talent Strategy
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Talent Strategy Primer
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Corporate Element #3: Corporate & Financial Goals
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Corporate Element #4: Operational Efficiency
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Corporate Element #5: Regulatory & Compliance
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Module 3 Summary: The 5 Corporate Elements
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Module 4: Operational Level Elements
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Module 4 Description
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Module 4 Objectives
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What Are Operational Elements?
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Operational Element #1: Sales Process
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The Skills Based Sales Process
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Operational Element #2: Organizational Structure & Job Role Design
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Operational Element #3: Comp Admin & Governance
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Operational Element #4: Territory Design & Quota Setting
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The Ultimate Quota Setting Guide
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Operational Element #5: Systems & Tools
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The RevEng Sales Incentive Compensation Systems & Management Guide
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Module 4 Summary
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Module 5: Sales Comp Level Elements
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Module 5 Description
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Module 5 Objectives
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What Are Compensation Plan Level Elements?
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Compensation Design Element #1: Role Eligibility
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Compensation Design Element #2: Pay Architecture & On Target Earnings
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Compensation Design Element #3: Role Pay Mix
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Compensation Design Element #4: Plan Measures
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Compensation Design Element #5: Pay Curves and Thresholds
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Compensation Design Element #6: Accelerator Rates
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Compensation Design Element #7: Performance Period & Payout
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Compensation Design Element #8: Crediting (& Splits)
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Compensation Design Element #9: Out of Plan Elements
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Compensation Design Element #10: Special Incentives
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Module 5 Summary
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Closing Thoughts
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Closing Thoughts: Bringing It All Together
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Time Commitment
Total Course Duration: 3.5 hours 1.5 hours of video content across 5 modules 2 hours of reading materials, frameworks, and case examples Self-paced format allows you to complete at your convenience Recommended pace: Complete over 1-2 weeks for optimal retention Lifetime access to all materials and future updates
Prerequisites
No formal prerequisites are required for this course. However, you'll get the most value if you have: Basic understanding of sales organizations and go-to-market functions Familiarity with common sales compensation terminology (OTE, quota, variable pay) Some exposure to sales operations or revenue operations concepts General business acumen and understanding of P&L dynamics Don't worry if you're new to compensation design—we cover all essential concepts from the ground up while building toward advanced applications.
Pricing
Course Investment: $299 Immediate access to all course materials Downloadable templates and frameworks Lifetime access including future updates 30-day money-back guarantee
About RevEng & What Makes Us Unique
RevEng | Revenue Growth Consultants is a modern, remote-first commercial growth firm headquartered in Chicago with offices in Houston and Los Angeles. We specialize in accelerating revenue through end-to-end go-to-market transformations that actually deliver results. What Sets RevEng Apart: Unlike traditional consulting firms that deliver recommendations and leave, RevEng offers a results-driven model focused on hands-on implementation. We're operators who have led these functions at companies like LinkedIn and SAP—we know what works in practice, not just in theory. Our Growth Excellence Model (GEM) integrates strategy, marketing, sales, operations, and people into a unified commercial engine. This systems-thinking approach ensures that compensation design doesn't happen in isolation but connects to every aspect of your go-to-market strategy. Why Our Approach Works: Practitioner-Led: We've designed and implemented these programs ourselves at scale Integration Focus: Compensation is part of the complete revenue system, not a standalone exercise Implementation Partnership: We don't just advise—we help you build and execute Real-World Testing: Every framework has been battle-tested across industries and company stages Sustainable Design: We build programs that evolve with your business, not one-time fixes
FAQ's
Q: Is this course relevant if I'm not in a sales compensation role? A: Absolutely. Understanding compensation design is critical for anyone in revenue operations, sales leadership, HR, or FP&A. The frameworks apply whether you're designing programs, managing teams affected by them, or need to understand how compensation drives business outcomes. Q: How is this different from other compensation training? A: Most compensation training focuses solely on tactical elements—pay curves, accelerators, and crediting rules. This course connects those tactics to business strategy and operational reality. You'll learn not just the "what" but the "why" and "how it connects" to everything else. Q: Can I apply these concepts to non-sales compensation? A: While the course focuses on sales compensation, the guiding principles and strategic framework apply to any performance-based compensation design, including customer success, account management, and pre-sales roles. Q: Do you provide templates or tools? A: Yes, the course includes downloadable frameworks, design templates, and diagnostic tools you can immediately apply to your organization. These are the same tools RevEng uses in client engagements. Q: What if I have questions during the course? A: The course includes detailed explanations and examples for all concepts. For additional support or custom consulting needs, RevEng offers separate advisory services. Q: Is this course appropriate for international audiences? A: The core principles and frameworks are universally applicable. While some examples reference US-specific regulations, the course addresses how to adapt designs for different geographic and regulatory environments. Q: How current is the content? A: The course content reflects the latest compensation trends and practices and is updated regularly. Q: Can my team take this course together? A: Yes, we offer team pricing for organizations enrolling 5+ participants. Contact us for group rates and custom cohort options.
Ready to Transform Your Sales Strategy?
Enroll now to unlock the secrets of creating powerful sales incentive programs that drive success.
$299.00