What is Falcon Academy and who is it designed for?

Falcon Academy is a free, practitioner-focused sales compensation curriculum with 60 lessons across 11 modules. It is designed for sales operations professionals, finance business partners, HR compensation analysts, and RevOps leaders who want to build deep expertise in plan design, quota setting, crediting rules, dispute management, and AI-assisted operations. Each lesson is written for practitioners who need to apply the concepts immediately, not academic overviews.

What topics does the Falcon Academy sales compensation curriculum cover?

The curriculum covers 11 modules: foundations of sales compensation, on-target earnings and pay mix, quota design and management, plan mechanics and accelerators, crediting and revenue recognition, territory management, operations and system design, analytics and reporting, disputes and governance, advanced topics including SPIFFs and channel programs, and AI in sales compensation. Learners progress from first principles through to production-ready operating models.

How long does it take to complete Falcon Academy?

Each lesson is designed to take 10-15 minutes to read and apply. The full 60-lesson curriculum represents roughly 12-15 hours of learning. Most practitioners work through one module per week, completing the full curriculum in about 11 weeks. Lessons are self-paced and can be read in any order, though the module sequence is designed to build on prior concepts progressively.

Falcon Academy

The Complete Sales Compensation Curriculum

Master incentive compensation from foundations to AI. 60 practitioner-written lessons built from real engagements. Free, no sign-up required.

Modules

Lessons

Free

No sign-up

Start with Module 1: Foundations

Curriculum

Benchmarks, ranges, and rules of thumb throughout Falcon Academy reflect Falcon's consulting experience and widely cited practitioner norms. They are starting points for your own analysis, not substitutes for market data surveys. For binding compensation decisions, validate key figures against Radford, Mercer, Carta, or WorldatWork survey data for your specific geography, industry, and company stage.

Click any module to see its lessons. Start anywhere — each lesson stands on its own.

Foundations

4 lessons

1.1What Is Incentive Compensation? 1.2The Comp Ecosystem: Who Does What 1.3Anatomy of a Comp Plan 1.4Five Failure Modes

Plan Design

8 lessons