A selection of our most recent publications follows:

"The Ultimately Accountable Job:  Leading Today's Sales Organization", by Jerome A. Colletti and Mary S. Fiss, Harvard Business Review, July / August 2006.

"Money Talks ", by Henry Canaday, Selling Power, July / August 2005.

"Identifying a 'Complex' Sales Environment: Results of a Special Member Survey", by Jerome A. Colletti and Stockton Colt, workspan Magazine, April 2004, page 50-53.

"Sales Compensation Plan Management", Compensation Guide, West, a Thomson business, 2003.

"Designing Sales Compensation Plans", Compensation Guide, West, a Thomson business, 2003.

"It's About Time", by Renee Houston Zemanski, Selling Power Magazine, February 2003.

"Preventing 6 Common Business Problems", by Kara S. Carpenter and Darin Painter, Print Solutions Magazine, November 2002 (see Step #5 for the interview with Jerry Colletti).

"The Tough Truth About Sales Quotas", by Renee Houston Zemanski, Selling Power, July/August 2002, page 76-79.

"The Right Carrot" (an interview with Jerry Colletti), by Kimberly L. McCall, Entrepreneur Magazine, February 2002.

"What Kind of Managers Do You Need?" (an Interview with Jerry Colletti), by Henry Canaday, Selling Power, June 2001, page 22.

"Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment (2nd Edition)", AMACOM, 2001.

"Does Job Contamination Stand Between You and Your Retention Goals?" (an Interview with Jerry Colletti), Executive Report on Customer Retention, Vol 14, No. 7, April 1, 2001, pages 1-3.

"One More Time -- Increasing Sales Force Effectiveness Through Compensation", The Compensation Handbook, Fourth Edition, McGraw-Hill, Fall 1999.

"Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment", AMACOM, 1999.

"Rewarding New Sales Roles with Incentive Pay", ACA Journal,
Autumn 1998.