Course Code: LEAD-402

Format: In-Person / Virtual

Description: Incentives drive behavior. Grounded in Agency Theory (Principal-Agent Problem), this course guides leaders in designing comp plans. Learn to structure Commission vs. Bonus plans for "Hunter" vs. "Farmer" roles to align with company goals.

Learning Objectives:

Design compensation plans for distinct sales roles.

Align financial incentives with strategic organizational goals.

Mitigate the "Principal-Agent" problem in sales behavior.

Scholar-Practitioner Framework:

Theory: Agency Theory.

Application: The Comp Plan Workshop.

Curriculum: The Psychology of Money; Commission Structures; Spiffs and Accelerators.