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.

Sales Compensation Essentials: A Field Guide for the HR Professional

Jerome A. Colletti Mary S. Fiss Ted Briggs S. Scott Sands

Business & Money

WorldatWork Press

In a knowledge economy that celebrates innovation, diversity and corporate values, it is imperative for employers to "walk the talk" and "put their money where their mouth is" when it comes to creating and sustaining a healthy, viable culture for their greatest asset: their people. With her latest book, nationally known work-life expert Karol Rose has responded directly to the growing demand and challenges of employer-sponsored, work-life initiatives. The book, Work-Life Effectiveness: Bottom-Line Strategies for Today's Workplace, updates and illuminates the concepts presented in Rose's previous effort, Work-Life Effectiveness: Programs, Policies and Practices, a book often referred to as the work-life profession's "bible." The new book culls down and assimilates mountains of information and years of research to build a strong business case for designing, implementing and enhancing work-life programs. It arms the novice with facts, uncovers trends and reinforces the significance of a frequently overlooked and underappreciated component of total rewards. The book encompasses a broad range of work-life and HR-related topics, such as how to: Develop a work-life strategy Conduct a needs assessment Implement dependent care programs Encourage workplace flexibility Design management training initiatives. Clearly, work-life is not an easy concept to get one's arms around, and subsequently, responsibility for work-life can be found in several areas of a company including human resources, benefits, employee relations, training, diversity and health and wellness. This book unravels the complexity of the work-life subject and provides concrete examples, guidelines, how-to information and case studies, as well as current research and statistics.

Work-Life Effectiveness: Bottom-Line Strategies for Today's Workplace

Karol Rose

As a key driver to bottom-line business success, organizational culture is a critical element to your total rewards strategy. Before you decide which total rewards programs are right for your employees, you first should create the right culture. This poses a major challenge for employers. But the reward for developing a vibrant culture especially a culture that your employees embrace can pay huge dividends. This book serves as a template for assessing and managing an organizational culture. Of course, there is no one-size-fits-all approach to the subject. But the tools provided in the book make it easy to understand not only what defines culture and how it works, but also ways you can influence it and make it work to your company's advantage. Action and Discussion Points are sprinkled liberally throughout the text, making the book both reader-friendly and accessible. Other quick, value-added takeaways, such as helpful hints, checklists and resources, make this a publication well worth owning and adding to your human resources library.

Culture at Work: Building a Robust Work Environment to Help Drive Your Total Rewards Strategy

SPHR

G. Michael Barton

Pay gurus and WorldatWork Keystone Award winners Pat Zingheim and Jay Schuster are at it again! A sequel to their best-seller, Pay People Right!, High-Performance Pay begins where that ground-breaking book left off. The new book challenges conventional thinking and encourages compensation and human resource professionals to develop a proactive position about using total rewards to enhance organizational effectiveness and move the business forward. This book presents five cohesive parts with an engaging discussion on the current state of the profession, as well as both cutting-edge and proven approaches to help you attract, motivate, retain, develop and engage your workforce. Bringing more than 25 years of experience, Pat and Jay pave the path to success with fresh, innovative ideas, as well as tangible methods to help prepare your employees as they acquire and apply critical skills and competencies that add value to the bottom line.

High-Performance Pay: Fast Forward to Business Success

Patricia K. Zingheim & Jay R. Schuster

Workforce engagement involves understanding what employees need and want from their work experience. It also involves creating and implementing organizational practices designed to advance the capabilities of the enterprise through the improved work experiences of employees. This book provides readers with data, concepts and case studies that will enhance their understanding of workforce engagement: what it means, why it is important and how it affects individuals and organizations. It also provides a framework for understanding workforce engagement as part of a broader total rewards strategy. Each chapter contains data highlights from two national benchmark studies on workforce engagement that were conducted by the Performance Assessment Network (PAN) in 2004-2005 and 2006-2007. These studies present findings and implications for employers from a nationally representative sample of employees including an understanding of the 'levels' and 'drivers' of workforce engagement. Marc Drizin, a co-author and founder of www.employeeholdem.com, developed the intellectual framework for the benchmarks. The book's case studies, reported under pseudonyms or composites drawn from real organizations, are suitable for use in a variety of management development training programs or other courses. This book will appeal to-and be useful for-readers from a variety of backgrounds and contexts. In organizations where workforce engagement is already a priority, readers will find the information contained in this book a sound validation of practices already initiated. For those who are newer to the journey, this book will provide useful suggestions and insights into clarifying and prioritizing activities related to workforce engagement. Leaders and senior-level decision makers, HR practitioners, managers/supervisors and even individual contributor employees will find relevant information about how their role can best contribute to workforce engagementís success in the organization

Workforce Engagement : Strategies to Attract, Motivate and Retain Talent

Stephen P. Hundley

Frederic Jacobs

Marc Drizin

It's time to build a passionate, engaged workforce so you can attract, optimize and retain the top talent you need to meet and exceed your company's goals. Most companies are faced with overwhelming pressure to produce more, better, faster, and cheaper in order to compete in a highly competitive global marketplace. The solution is for leaders to establish a culture where there is a passionate commitment to excellence characterized by high productivity, full engagement and inspired leadership. Excellence at Work provides a practical roadmap for leaders at every level in an organization to build a committed, inspired workforce that is focused on success. This book presents six simple, yet powerful principles for creating a robust work environment in which employees communicate impeccably, proactively solve problems, execute on priorities, bring out the best in each other, reignite their passion and have fun. The principles that author Sandy Asch teaches are the "glue" that makes human resources, training initiatives and business processes "stick" and produce lasting results. Asch offers a comprehensive guide to the foundation of organizational excellence, with case study examples, tools and strategies for operationalizing the six principles in your workplace. They not only will make a difference in your work life, but in your personal life, too. 
 These concepts will help us to achieve three critical choice factors: to become known as an employer of choice; to earn the reputation as the vendor of choice; and to become the investment of choice. 
 Integrating the Excellence principles into our day-to-day operations has helped us become recognized as one of San Diego's top employers.
 Excellence at Work is a joy to read. It shows, clearly and succinctly, how to engage, inspire and retain employees who have a passion for excellence, thereby assuring your company's success in today's global marketplace. If you're serious about creating a culture of outstanding performance in your organization, buy it, read it and implement it! You won't go wrong if you do.

Excellence at Work: The Six Keys to Inspire Passion in the Workplace

Sandy Asch

Today's sales organizations are multifaceted and require multiple sales jobs with different responsibilities coupled with intricate forms of measurement and compensation. Accordingly, complex systems are required to help manage these organizations, and many companies struggle with the basic tenets of how to motivate and reward a sales organization. In Sales Compensation Made Simple, Joseph DiMisa shares what he has learned after 10 years on the consulting side. From interactions and observations about how sales organizations do - and don't - work to concepts, process charts and graphics, readers gain an insider's look into sales compensation design. Designed for audiences who need a basic understanding of sales compensation design, DiMisa provides quick access to key questions that will bring readers up to speed to confidently participate in discussions, knowledgeably ask questions and bring insight to the plan design critique.

Sales Compensation Made Simple

Joseph DiMisa

Human Resources

Handbook for Conducting Compensation & Benefits Surveys (An Essential Resource for Total Rewards Professionals)

Ken Cardinal and Beth Florin

Understanding Executive Compensation & Governance

Editor Irving S. Becker

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