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From time to time an article appears in the press that argues it is inappropriate to pay sales people through commission...
Meet Mary S. Fiss, CSCP
Mary Fiss is co-founder and Partner in the management consulting firm Colletti-Fiss, LLC. She has extensive experience in the development and implementation of sales compensation plans, variable pay plan for teams, reward and recognition plans for sales and customer service staffs, professional development and performance management programs for sales and sales management personnel. Prior to her career with Colletti-Fiss, she served for 12 years as a consultant and Consulting Manager with a leading sales and marketing management consulting firm.
Mary is a frequent speaker on issues and challenges related to increasing sales force productivity through the effective use of compensation and management education programs. With Jerry Colletti, she authored “The Ultimately Accountable Job: Leading Today’s Sales Organization” which appeared in the July/August, 2006 issue of Harvard Business Review. The Second Edition of Compensating New Sales Roles: How to Design Rewards That Work in Today’s Selling Environment, was also co-authored with Jerry Colletti, and published by AMACOM Books (May, 2001). She has authored two books for WorldatWork, Sales Compensation Essentials: A Field Guide for the HR Professional with co-authors, Jerry Colletti, Ted Briggs and Scott Sands, published in March, 2006 and Sales Compensation Math, with co-authors Jerry Colletti and Mark Davis, published in March, 2008.
She is a speaker at WorldatWork’s annual conferences (2001-2010) and regularly conducts Webinars for the association on various sales compensation topics.
Prior to her career in consulting, Mary spent fifteen years in health care with positions of responsibility in hospitals, home health care and extended care facilities. She has a BS degree from College of St. Teresa (Minnesota) and an Equine Science Degree from Scottsdale Community College.