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July 03, 2010
To What Extent Can Teams Be Used in a Sales Force?

In a BLR webinar entitled ‘Commission Pay Plans: How to Motivate Your Sales Staff in a Roller Coaster Economy’, David Wudyka discusses the extent to which teams can be used within a sales force in an organization. He provides the following information regarding the use of teams in an organization’s sales force:

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  • Some organizations may not have used teams in a sales force or may not have experience in team-based selling
  • However, teams can be successfully used within a sales force
  • In situations where teams have not previously been used, upfront training and development programming for the sales teams may be required
  • This training will help the sales force understand the nature of team work
  • There is a kind of rule-of-thumb in team work development that specifies that a team will not become high-performing for three to five years. This may sound daunting and it may not take three to five years in every company
  • It is recommended to change to team-based plans slowly and collect feedback

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.

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