Free Special Resources
Get Your FREE Special Report. Download Any One Of These FREE Special Resources, Instantly!
Featured Special Report
Claim Your Free Cost Per Hire Calculator
This handy calculator lets you plug in your expenses for recruiting, benefits, salaries, and more.

Graphs automatically generate to show you your annual cost per hire and a breakdown of where you are spending the most money.

Download Now!
July 03, 2010
Harnessing the Power of Your Sales Managers

In a BLR webinar entitled ‘Commission Pay Plans: How to Motivate Your Sales Staff in a Roller Coaster Economy’, David Wudyka discusses the possibility of harnessing the power of sales managers within an organization. He states that the job of the sales manager is to help the sales representatives succeed. This is also connected to contingency-based leadership from a management perspective. Others can be made successful by removing roadblocks and showing others the way. More information regarding harnessing the power of managers includes the following:

For a Limited Time receive a FREE Compensation Market Analysis Report! Find out how much you should be paying to attract and retain the best applicants and employees, with customized information for your industry, location, and job. Get Your Report Now!
  • The best sales managers are managers first and sales representatives second. Their job is to help their sales representatives succeed at their jobs, not try to maintain ‘big dog’ status as sales reps themselves
  • The more time you can spend hiring, coaching, and aligning your sales managers with your company's goals, the greater the results you'll see
  • Everyone loses if your sales managers ‘bad mouth’ your CPP or any proposed CPP changes. They must remember to send negative comments up the chain to you, while sending positive reinforcement down the chain

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. He speaks and writes frequently on HR and compensation issues, and he earned his master’s degree from Syracuse University.

Featured Free Resource:
Cost Per Hire Calculator
Twitter  Facebook  Linked In
Follow Us
Copyright © 2017 Business & Legal Resources. All rights reserved. 800-727-5257
This document was published on
Document URL: