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July 03, 2010
Handling Different Levels of Experience in a Sales Force Team

In a BLR webinar entitled ‘Commission Pay Plans: How to Motivate Your Sales Staff in a Roller Coaster Economy’, David Wudyka discusses the best way to handle different levels of experience in a sales force team. He provides the following guidelines on how personnel can have different levels of experience but still have to work together in a sales team:

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  • Usually, there is no problem when a sales team consists of seasoned sales representatives and new sales representatives
  • The seasoned sales representatives should be able to coach the sales representatives that have less experience
  • The seasoned sales representatives should also be able to share their sales wisdom with the new sales representatives
  • The seasoned sales representative will most likely be earning higher than the new employees unless there is a different plan in place. However, in mixed teams, the goals and the commission structure should be different, given their abilities, their knowledge, their motivation levels and the objectives that the organization would like set for each of the different levels of experience

David Wudyka, SPHR, MBA, BSIE, is the founder and managing principal of Westminster Associates (, a Massachusetts-based human resource and compensation firm that specializes in pay, performance, and productivity issues. He brings more than 30 years of professional HR and compensation experience to the table for clients around the country.

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