Sales Compensation Essentials: A Field Guide for the HR Professional

Sales compensation usually is not a full time responsibility for HR generalists. However, HR generalists often do have a need to quickly understand sales compensation 'basics.' Frequently, they are in a position where they are expected to provide practical guidance on the most appropriate process to follow in assessing plan effectiveness, designing a new plan or both. Sales Compensation Essentials: A Field Guide for the HR Professional is intended to educate HR generalists, compensation professionals, and consultants both internal and external who from time to time are asked to participate in the design and implementation of a sales compensation plan. Additionally, this new book allows the HR generalist to have a ready resource available for members of the company's sales compensation plan design team both operating executives and staff managers. The book is both practical and actionable for different reasons, depending upon the particular sales compensation challenges the reader faces. The book, authored by noted sales compensation experts Jerry Colletti, Mary Fiss, Ted Briggs and Scott Sands, is useful in the following ways: It is a reference guide that succinctly relates the concepts, principles and practices that shape the way HR professionals should think about the role of sales compensation in helping their companies achieve business goals and objectives. It makes it easy for the reader to acquire knowledge and master the use of tools to help top managers make informed choices about plan design, implementation and ongoing management. It is a design guide that shows the reader how to modify or change a sales compensation plan ñ one of the most important tools used to direct, motivate and reward sales success. It is a change management guide that provides a tool for the reader to use when it comes time to provide advice during the implementation of a new sales compensation plan.

Jerome A. Colletti is managing partner of Colletti-Fiss, LLC, a management-consulting firm headquartered in Scottsdale, AZ. His firm is a leading source of expertise and insight on strategic compensation issues affecting the productivity of sales and customer contact employees. A management consultant since 1977, Jerry provides advice to top mangers on the design and implementation of compensation plans, particularly variable pay arrangements, to reward employees for sales success, customer retention and customer loyalty. Mary S. Fiss is a partner in the management-consulting firm Colletti-Fiss, LLC. She has extensive experience in the development and implementation of team and individual compensation, reward and recognition, professional development and performance management programs. Mary works with clients on issues and challenges related to increasing sales force productivity through the effective use of compensation and management education programs. Ted Briggs specializes in the development and implementation of sales management strategies and programs with particular emphasis in sales compensation design solutions. As a senior consultant with Watson Wyatt Worldwide, Ted has more than 20 years of client service experience. S. Scott Sands specializes in the alignment of sales and marketing organizations with corporate strategies, financial plans and customer preferences. As a senior consultant with Watson Wyatt Worldwide, Scott has 12 years of client service experience.