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? Sales Compensation experts, Jerry Colletti, Mary Fiss, and Mark Davis have combined forces to create a book that applies appropriate techniques and formulas related to each factor of sales compensation (determining pay levels, pay mix, incentive design and calculating payouts) that is consistent with both best practices and generally accepted principles.

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.

The book, authored by noted sales compensation experts Jerry Colletti, Mary Fiss, Ted Briggs and Scott Sands, is both practical and actionable in several 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 is a design guide that shows the reader how to modify or change a sales compensation plan.
• 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.

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

ISBN: 0814471064

You can purchase the book directly at
Amazon.com

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