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04/13/16: What to Consider Before Killing a Commission Plan

From time to time an article appears in the press that argues it is inappropriate to pay sales people through commission...

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Pricing Sales Positions with Confidence

“Pricing Sales Positions with Confidence”

Contained within Survey Best Practices. You can purchase the book directly at the WorldatWork Bookstore

The articles in this collection are written by some of the profession’s top experts. They offer an overview of the essentials and an in-depth perspective of current and timeless survey practices and issues. This book is a valuable resource for professionals at any level. Articles range from basic information about salary surveys to advanced concepts and techniques related to survey selection and benchmarking. While the collection is focused on best practices, the authors provide a broad perspective on various aspects of this important topic for compensation professionals.

Jerry Colletti and Mary Fiss are the authors of the only article in the collection focused on pricing sales jobs, “Pricing Sales Positions with Confidence”.

Sales Compensation Math

Sales Compensation Math

You can purchase the book directly at the WorldatWork Bookstore

Do you have a need for practical, accurate and broadly applicable formulas to use throughout the design and implementation of a sales incentive plan? Do you face challenges with developing a clear and accurate linkage between performance and pay, including accurate formulas and appropriate calculation techniques?

This new book also 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.

Sales Compensation Essentials

Sales Compensation Essentials: A Field Guide for the HR Professional

You can purchase the book directly at the
 WorldatWork Bookstore

This book educates 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. This new book also 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.

Compensating New Sales Roles

Compensating New Sales Roles: How to Design Rewards That Work in Today’s Selling Environment

You can purchase the book directly at 
Amazon.com ISBN: 0814471064

What Peppers and Rogers have to say about our book…
“The authors argue convincingly that a primary goal of any customer centric enterprise should be to increase the value of its customers. To achieve this, however, the sales force must do more than simply sell, it must be focused on meeting customer needs. Compensating New Sales Roles provides guidelines and strategies for reinventing the traditional sales force and for rewarding customer-centric behaviors on a logical, consistent basis.” One to One B2B: Customer Development Strategies for the Business-to-Business World – Don Peppers and Martha Rogers, New York: Doubleday, a division of Random House, Inc., 2001