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From time to time an article appears in the press that argues it is inappropriate to pay sales people through commission...
Meet Jerome A. Colletti, CSCP
Jerry Colletti is Colletti-Fiss’ Managing Partner and a co-founder of the Firm which began serving clients in May, 1999. Prior to founding Colletti-Fiss, LLC he was associated with two other leading management consulting firms for a total of 20 years.
He is widely known and recognized for his advice to top managers on the design and implementation of compensation plans, particularly incentive pay arrangements, to reward employees for sales success, customer retention and customer loyalty. He has worked with over 750 companies in 20+ industries affecting the compensation of sales people, customer support staff and their managers in all regions of the world.
Jerry is a frequent speaker on the topics of sales effectiveness and compensation at programs Ohio University’s Sales Symposium, WorldatWork and other leading professional associations. He is the author of over 100 publications and is frequently quoted in leading business publications and journals, including The Wall Street Journal and Harvard Business Review (HBR). The Second Edition of his book, Compensating New Sales Roles: How to Design Rewards That Work in Today’s Selling Environment, is co-authored with Mary Fiss, and published by AMACOM Books. He is the co-author of two books for WorldatWork: Sales Compensation Math, with Mary Fiss and Mark Davis; and, Sales Compensation Essentials: A Field Guide for the HR Professional written with co-authors Mary Fiss, Ted Briggs and Scott Sands.
Prior to his career in management consulting, he held executive HR and compensation positions with Lake Center Industries (a subsidiary of Guy F. Atkinson Company) and Manpower, Inc. He earned an MBA from University Wisconsin (Madison) and a BA from St. Mary’s University (Minnesota).