Sales Compensation Essentials: A Field Guide for the HR Professional

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.