WorldatWork Press Publishes Sales Compensation Essentials: A Field Guide for the HR Professional

Relatively few sales compensation plans remain the same from one year to the next. Because of ongoing customer demands and the primary importance of the salesforce, at least 83 percent of U.S. companies review their comp plans every year (Source: Watson Wyatt Data Services 2005 Sales and Marketing Compensation Survey).

Forty-two percent of the companies that participated in a 2005 survey indicated that HR is expected to play a proactive role when a sales leadership team begins to consider a compensation plan change (Source: May 2005 Colletti-Fiss Web-based survey). However, many HR practitioners have only a part-time responsibility for sales compensation.

HR professionals in need of a reference guide for sales compensation concepts, principles, and practices now have access to ìSales Compensation Essentials: A Field Guide for the HR Professional.î Authors Jerome A. Colletti, Mary S. Fiss, Ted Briggs, and S. Scott Sands, designed and wrote the book so it can be used as a design guide that creators of sales compensation plans can use as they develop or alter plans; it also can be used as a change management guide during the sales compensation plan implementation process.

ìYou can no longer be an HR generalist or a compensation professional and not have a more than passing knowledge of sales compensation,î Colletti says. ìThat is, you canít just simply be able to talk a little bit about it. You have to be able to say, youíve ëbeen there, done that.í î

ìThis book will enable HR professionals to acquire momentous, valuable information and apply it immediately,î said Don Lindner, CCP, compensation practice leader for WorldatWork. ìThe book also discusses alternative approaches which are welcome in todayís environment.î

The book is currently available in paperback and retails for $59.95 ($47.95 for WorldatWork members) on the WorldatWork online bookstore at www.worldatwork.org/bookstore.