August 17, 2006 -- Scottsdale, Ariz. -- 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 "Sales Compensation Essentials: A Field Guide for the HR Professional." 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.
"You can no longer be an HR generalist or a compensation professional and not have a more than passing knowledge of sales compensation," Colletti says. "That is, you can´t just simply be able to talk a little bit about it. You have to be able to say, you´ve ´been there, done that.´ "
"This book will enable HR professionals to acquire momentous, valuable information and apply it immediately," said Don Lindner, CCP, compensation practice leader for WorldatWork. "The book also discusses alternative approaches which are welcome in today´s environment."
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.
About WorldatWork
The Total Rewards Association
WorldatWork (www.worldatwork.org) is the association for human resources professionals focused on attracting, motivating and retaining employees. Founded in 1955, WorldatWork provides practitioners with knowledge leadership to effectively implement total rewards - compensation, benefits, work-life, performance and recognition, development and career opportunities - by connecting employee engagement to business performance. WorldatWork supports its 30,000 members and customers in 30 countries with thought leadership, education, publications, research and certification.
The WorldatWork group of registered marks includes: WorldatWork ®, workspan ®, Certified Compensation Professional or CCP ®, Certified Benefits Professional ® or CBP, Global Remuneration Professional or GRP ®, Work-Life Certified Professional or WLCPTM, WorldatWork Society of Certified Professionals ®, and Alliance for Work-Life Progress ® or AWLP ®.