David Wudyka discusses stragglers in a BLR webinar entitled ‘Commission Pay Plans: How to Motivate Your Sales Staff in a Roller Coaster Economy’. He states that organizations should be aware of special Commission Pay Plan (CPP) issues and how stragglers can be motivated and evaluated within an organization. There are important points to note about motivating and evaluating stragglers within a sales team in an organization. With the bottom 20 percent of your sales force, the challenge in a recession is that you can't afford to spend significant management resources nursing them along unless you see real potential in individual sales representatives. Employers should note the following information:
- Make sure you're not doing things within the CPP to sabotage these sellers such as forcing sales representatives with no sales experience to go into commission-only plans right off the bat
- Renegotiate their sales goals, but, set up an action plan with measurable milestones, and follow up with these representatives religiously to gauge their progress
David Wudyka, SPHR, MBA, BSIE, is the founder and managing principal of Westminster Associates (www.westminsterassociates.com), a Massachusetts-based human resource and compensation firm that specializes in pay, performance, and productivity issues. He speaks and writes frequently on HR and compensation issues, and he earned his master’s degree from Syracuse University.