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Sales Compensation 101 Workshop

  • 09/18/2023
  • 8:00 AM - 2:30 PM
  • Solar Turbines, 9330 Sky Park Court, San Diego 92123
  • 22


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The Compensation & Benefits Association of San Diego Presents:

Sales Compensation 101

Please join us for an exciting 5 Hour Workshop on Monday, September 18, 2023, presented by David Cichelli of the Alexander Group! 

Location: Solar Turbines, 9330 Sky Park Court, San Diego, 92123

Time: 8:30 a.m. to 2:00 p.m. (lunch provided)

Register at

The CBA of San Diego is delighted to bring you this high value 5-hour sales compensation class. David Cichelli from the Alexander Group will lead this live session. David is the leading authority in sales compensation design. He will share how to create high impact pay plans. Do not miss this opportunity to learn from one of the leading experts in sales compensation and popular presenters. Whether you are seeking to increase your professional competencies or undertake a redesign effort at your company, this is the right program for you. 

What will you learn? You will lean how to create compelling incentive programs for the revenue team. Learn key concepts in sales compensation. Understand how to design powerful sales compensation solutions. 

Who should attend? This is a perfect course for new sales compensation specialists, project leaders and experienced professionals. Our shared objective: Improve sales force performance. Invite your sales compensation stakeholders from sales, sales operations, HR and finance. They will thank you!

CBA of San Diego Member Cost:                                  $395

Employee of CBA Member Organization:                     $395

(Contact for registration code)

Non-CBA Member:                                                          $495

*Note: it is highly encouraged to join the CBA ($50 for individual membership) to then receive the CBA Member Cost for this event.

Program Outline

Introduction to Sales Compensation

Why Sales Compensation

Sales Organization Design and Jobs

Sales Compensation Principles

Formula Choices

Formula Overview

Quotas, Territories and Crediting

Program Design and Management

Design and Assessment

Implementation and Communications

Program Management and Administration

Cichelli Bio

David Cichelli is with the Alexander Group, a revenue growth consulting firm. David helps companies achieve their sales objectives through a variety of solutions, including improved segmentation, channel design, sales ROI, sales metrics, quota allocation, selling models and sales compensation. He is author of McGraw Hill’s Compensating the Sales Force and AGI Press’s Revenue Growth Model: Chief Revenue Officer’s Guide to B2B Sales Success. Mr. Cichelli holds an undergraduate degree from Pennsylvania State University and a graduate degree from Michigan State University.

Linked-In URL

David Cichelli

Revenue Growth Advisor

The Alexander Group

8800 E. Raintree Drive

Suite 150

Scottsdale, AZ  85260


11251 Rancho Carmel Drive # 502178
San Diego, CA 92150
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