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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.
There are at least three major contemporary books in sales compensation: The Sales Compensation Handbook (AMACOM, 1998), Compensating New Sales Roles (AMACOM, 2001) and Compensating the Sales Force (McGraw-Hill, 2003). These books provide the reader with a comprehensive treatment of the subject. Sales Compensation Essentials is not designed to replace or substitute any of these three books. Rather, the field guide boils down to this simple fact: not all people want to be sales compensation wizards. They have a need to acquire authoritative and practical information about sales compensation, so they could be confident with the matter at hand. That's where the Field Guide comes in handy. Itís not trying to turn the reader into a sales compensation guru, but it will enable the reader to pick up significant and useful information. This means the reader will learn enough to quickly make a contribution to sales compensation plan effectiveness.
The book succeeds, in several chapters, with an effective how-to approach — and teaches the reader how to identify issues, opportunities and alternatives in sales compensation design, as well as how to work with his or her organization to address them.
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| "Sales Compensation Essentials provides an exceptional balance between the depth required for those experienced in delivering salesforce success and the breadth needed for those new to the field. In particular, it offers a clear roadmap for assessing how well your sales plans are working today, and how best to think about ensuring they deliver even greater value tomorrow." |
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Laszlo Bock
Vice President, Human Resources
GE Capital Solutions |
| "This text provides valuable information and reference material for any HR practitioner or line manager for use in working with salesforces. Easy to read and chock-full of easy-to-apply ideas and frameworks, it is one of the best salesforce effectiveness compendia to hit the shelves in a long time." |
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Gary Starzmann, CCP, CBP, GRP, SPHR
Global Compensation Solutions Architect
ACS, Inc. |
| "This book provides the HR practitioner with a basic understanding and approach in sales compensation design. It not only teaches the basic concepts, but outlines a methodology that can easily be adopted and implemented into a variety of organizations. It also addresses alternative approaches which are welcome in today's environment." |
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Lorrie M. Ferraro, CCP, PHR
Global Director, Human Resources
Parexel International |
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| Author(s): |
Jerome A. Colletti, Mary S. Fiss, Ted Briggs and S. Scott Sands |
| Publisher: |
WorldatWork Press (2006) |
| Pages: |
175 |
| Cover: |
Soft |
| ISBN: |
1579631436 |
| E-Book ISBN: |
9781579632830 |
| U.S. and Canada |
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| List $69.95 USD | Member $57.95 USD |
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| A pdf version is available for this book instead of a printed copy. |
| List $58.00 USD | Member $47.95 USD |
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| If you choose the e-book option, after the payment stage of checkout a receipt will be displayed with buttons to download your selections. A link to the receipt also will be e-mailed to you. Please note: You will only have two weeks to download your e-book from the date of purchase. |
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Outside North America
Download the e-book (if available) or call WorldatWork Customer Relationship Services at +1 480 922 2020 to order a hard copy. |
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