One-Stop Topics

Articles and News Sales Compensation Payouts Expected to Rise 2 Percent in 2010 (2010) Rebuilding Confidence in the Salesforce Following a Difficult 2009 (2010) Rewarding Sales Behavior...Seriously (2010) Prevalent Behaviors Motivated by Sales Incentive Compensation (2010) 2010 Sales Compensation Planning Themes (2010) Are Team-Based Incentive Measures Right for Your Sales Organization? (2010) Sales Compensation Emergency Guide - STAT (2010) Improving Morale in the Salesforce (2010) Organizations Revise Sales Plans to Reward New Business and Profitability (2009) Sales Compensation: Pay for Profit...and Get What You Pay For (2009) Motivating Top Sales Performers to Stay (2009) Effective Change Management Process Is Key to Launching New Sales Compensation Plans (2009) Sales Compensation Communication for 2010 (2009) Reconfiguring Sales Compensation to Meet Economic Conditions (2009) Getting a Seat at the Table Revisited - How HR Can Influence Sales Compensation Design (2009) Asia - Building an Engaged Sales Force - What Matters to Asia-Based Employees (2009) Energizing the Front Lines of Sales Management (2009) Sales Compensation and the Fairness Question (2009) Dealing With a Dynamic Economic Environment: Compressing the Sales Compensation Planning Timeline (2009) Making Fairness Integral to Sales Compensation Plans (2009) The Cost of the Salesforce: Are You Getting What You Pay For? (2009) Retaining Top Sales Talent: Motivating the Key Players You'll Need in the Coming Uptur (2009) Survey Finds Revealing Information About Millennial Generation in the Salesforce (2009) How to Motivate Sales to Ultimately Achieve Business Goals (2009) What’s Working (and What’s Not) in Sales Compensation Today (2009) Market Pricing Sales Compensation: A Combination of Science and Art (2009) Stability in Sales Compensation (2009) Assessing Sales Compensation "Fairness" (2009) Who Is Eligible for Sales Compensation - Four Answers (2009) Sales Goals in a Down Economy - Key Concepts and Principles (2009) Sales Internships Are All About Fit (2009) Effective Use of KSOs in a Sales Compensation Plan (2009) Employers Planning Salesforce for Economic Upswing (2009) Managing Sales Force Investments (2009) Incentive Compensation - Not Just For Sales People - Executives (2009) Early Assessment of a New Sales Compensation Plan (2009) Sales Incentive Governance: The New Imperative for Profitable Growth (2009) Sales Compensation in a Brutal Market (2009) Q1 Close: Is Your Sales Compensation Plan Working (2009) Sales Effectiveness and Compensation in 2009 (2009) A Better Sales Solution: Linking Salesforce Organization Effectiveness with Sales Compensation Incentives (2009) Answering the Question of Sales Compensation Eligibility (2009) Managing Performance through Sales Compensation in Tough Times (2009) Merging Sales Teams and Compensation Programs: Finding an Almost Perfect Union (2009) Perception is Reality with Salesforce Incentive Compensation (2009) Managing Sales Compensation in an Uncertain Market (2009) Build an Effective Sales Compensation Governance Program for Your Organization (2009) 2009 Sales Compensation Checklist (2009) No Bailout Money for Sales Reps in 2009 (2009) Using Consistency and Flexibility to Localize Global Sales Compensation Plans (2009) Forget the X and Y: Focus Your Sales Reward Structure on You (2008) Managing Performance through Sales Compensation in Tough Times (2008) Sales Comp Pros Tell Conference: Dont Think ShortTerm; Paradigm is Changing (2008) Designing a Sales Compensation Plan for Competitive Advantage (2008) Best Practices for Creating Your Sales Compensation Plans in 2009 (2008) Keep Your Eye on the Ball - Sales Effectiveness and Compensation in 2009 (2008) Spoken Word: Helping the Sales Organization Succeed (2008) Update on Choosing the Best Performance Measures for Sales Roles (2008) The Power of Better Sales Compensation (2008) The Seven Rules of Sales Compensation Simplicity (2008) Creating a Sales Incentive Plan That Works Locally and Globally (2008) Some Companies Fail to Communicate Compensation Plans to Their Sales Managers (2008) Sales Compensation: Planning for a Down Economy (2008) Keys to Success in Supporting Your Sales Staff - Spotlight with Patricia Abrego-Santucci Vice President of Compensation OfficeMax (2008) The Intersection of Culture and Sales Compensation (2008) Global Sales Compensation in 2008: Creating and Managing a Program Portfolio (2008) Don't Throw the Baby Out With the Bathwater Subtle Adjustments Can Help Save Your New Sales Compensation Plans (2008) Sales Compensation Math (2008) Back to Basics - Sales Compensation (2008) Most Sales Professionals Happy with Management, Despite Stress, a Lack of Leads, Training (2008) Two More Hours of Sales Activity per Week Can Mean Millions (2008) Sales Departments Plan 4% Sales Compensation Cost Increase For 2008 (2008) Reviewing Sales Compensation Plans (2008) Closing The Gaps In Sales Organization Capability (2008) Survey: Winning Ideas - Sales Compensation Trends in the Retail Industry (2007) Retail Sales Compensation Survey Summary Report (2007) Sales Compensation Plan Terms & Conditions: Common Problems and How to Address Them (2007) Creating the Optimum Sales Strategy for Your Organization (2007) Global Sales Compensation - Survey Results Reveal Current Practices (2007) Getting Serious About Retaining Top Sales Talent (2007) Taming the Beast: Aligning Global Sales Incentives (2007) The Board’s Role in Sales Compensation: Part 1 – Survey Results (2007) Creating Terms and Conditions that Add Value to the Sales Compensation Plan (2007) The Art and Science of Developing Experienced and Successful Sales Talent (2006) Balancing the Sales Eco-System: Measuring Sales Execution Excellence (2006) Sales Force Productivity Metrics: Assessing Sales Success (2006) Companies Hold Back Their Salespeople (2006) Filling the Sales Compensation Gap (2006) The Sales-Incentive Entitlement Culture (2006) How Many Salespeople Should Really Achieve Their Goal? (2006) The Case of the Leaky Sales Compensation Plan (2006) Does Your Sales Compensation Need a Makeover? (2006) Opportunity for Growth - Salesforce Compensation (2006) Heal the Achilles Heel of Sales Management (2005) Sales Compensation Plans for a Recovering Economy (2005) Check Your Sales Compensation Report Card (2005) Sales Compensation Survey: 2005 was a Good Year for Sales Compensation, 2006 Expected to Be Better (2005) Mastering the Solution Sales Reward Puzzle (2005) Little Things Make a Big Difference Selling a Sales Compensation Plan (2005) Are Your Sales Compensation Plans Working as Designed? (2004) Does Sales Compensation Need More Corporate Oversight? 2004) Identifying a ‘Complex’ Sales Environment: Results of a Special Member Survey (2004) Chat Transcript - Sales Compensation: Are you Getting What You're Paying For? (2003) Fine-tuning the Pay Mix for Potential Cost Savings (2003) Rewarding Results: The Road to Sales Compensation Excellence (2002) The Sales Compensation Challenge - Meeting the Diverse Needs of Multiple Business Units (2002) Running on Empty? Managing Sales Compensation Costs in a Slow Market (2001) Metamorphosis of Winning Sales Compensation (2001) Chat Transcript - Sales Compensation (2000) Seven Vexing Sales Compensation Issues (2000) Solving the Seven Riddles of Sales Compensation Design (1998)

White Papers Are You Using the Right Measures of Performance in Your Sales Compensation Plan? (2005) SPIFF: Unraveling It's Meaning And Use (2005) How to Use Compensation Draws Effectively (2005) Involving Business Leaders in Sales Compensation Design (2005) Are Your Ready For Sales Compensation Plan Tweaking? (2005) The Role of Base Salary in Sales Compensation (2005) Getting the Right Results Through the Sales Compensation Plan (2005) Seven Symptoms of a Failing Sales Compensation Plan (2005) Perspectives on Compensating Complex Sales (2005) Gambling on Sales Compensation to Fix A Business (2005) Measuring Sales Compensation ROI, Part 2: What Metrics to Use (2005) Measuring Sales Compensation ROI, Part 1: How to Think About It (2005) Perspectives on HR Involvement with Sales Compensation (2005) Some Important Thinking About Why Sales Compensation Works (2005) Diets for the SIP Plan Document (2003)

New CSCP™ specialty designation now available
Do you want to be recognized for your expertise in sales compensation? View the body of knowledge and FAQs about our new specialty designation in Sales Compensation.

New e-Newsletter
Sales Compensation Focus

Tools, Templates and Samples Survey Search Job Description Database Sample Formulas/Calculators

Courses, Webinars and Other Events Sales Compensation – Design a Winning Plan (e-learning) Trends and Challenges in Sales Compensation: Survey Reveals Actions to Consider (e-learning) Global Sales Compensation – 10 Success Factors to Program Design (e-learning) Sales Compensation Planning – Changing Times Require Different Plans (Webinar) Sales Compensation — Strategies to Ensure Your Plan is on Track (Webinar) Do the Math: Sales Compensation Formula Design (Webinar On Demand) Sales Compensation — Current Trends & Leading Practices in Europe and Around the World (Webinar On Demand) Sales Compensation — Unique Practices and Trends in Asia-Pacific Programs (U.S.) (Webinar On Demand) Launching Your Sales Compensation Plan — Strategies for Success (Webinar On Demand) Sales Compensation — Design a Winning Plan (Webinar On Demand) Trends and Challenges in Sales Compensation: Survey Reveals Actions to Consider (Webinar On Demand) Global Sales Compensation—10 Success Factors to Program Design (Webinar On Demand) Pricing Sales Positions: Competitive Market Pay Sales Compensation Design: Five Action Steps to Success (Webinar On Demand) Sales Compensation: Facing the Challenges, Experts Weigh In (Webinar On Demand) C5: Elements of Sales Compensation Sales Compensation for Complex Selling Models Sales Compensation Design – Developing Next Year's Plans

Survey Research New! Sales Incentive Plan Revisions (2009) Sales Compensation Practices (2008) Key Sales Incentive Plan Practices (2006) Retail Sales Compensation Survey Summary Report (2006) Key Sales Incentive Plan Practices (2005) Quick Question: At your organization, where is the sales incentive design function placed? (2005) 2004 Sales Compensation Trends Survey© (2004)

Books & Products Sales Compensation: A Collection of Articles from WorldatWork Sales Compensation Made Simple Sales Compensation Math Sales Compensation Essentials Designing Sales Compensation Plans The Best of Sales Compensation Sales Compensation: Capitalizing on the Sales Department Need for HR Involvement (2007 Conference Audiotape) Tools for Judging Sales Compensation Plan Effectiveness (2007 Conference Audiotape)

Other Resources & Links ERI Library of Compensation Resources Economic Indicators

Contribute — Add to our database of resources by contributing your white papers, job descriptions, HR policies and best practices/case studies to the WorldatWork Library.