Teams of commission-based salespeople may be extremely driven and successful at increasing sales and bringing in money for the company. Managing such teams can be difficult since business owners have to deal with complicated pay structures, keep up team morale, and make sure that team members are on the same page as the company’s objectives. Here are the difficulties to overcome and the recommended practices to follow for success.


“Talent wins games, but teamwork and intelligence wins championships.” –  Michael Jordan, former professional basketball player


Challenges of Managing Commission-Based Sales Teams:


1. Pay Structures

Businesses that use commission-based pay schemes must strike a balance between their own interests and those of their team members. Compensation structures must be equitable and encourage team members to give their best effort. Poorly constructed commission plans might result in misunderstandings, lower morale, and disagreements.


2. Performance Administration

The success of commission-based sales teams depends on performance management. Nonetheless, managing underperforming team members may be difficult and necessitates striking a careful balance between offering support and resolving problems. Managing high-performing team members can sometimes provide special difficulties, such as burnout or a disregard for teamwork.


3. Communication

In order for commission-based sales teams to succeed, communication must be effective. Nevertheless, controlling communication can be difficult, particularly when working with distant teams or team members who have various communication preferences. In order to make sure that team members are on the same page as the company’s objectives, business leaders must set clear expectations, solicit regular feedback, and maintain open lines of communication.


“My belief is that communication is the best way to create strong relationships.” –  Jada Pinkett Smith


4. Training and Developing

To keep up with market trends and client demands, commission-based sales staff must be given training and growth opportunities. The necessity for training must be balanced with the requirement that team members concentrate on sales, which makes managing training and development difficult for business owners. Moreover, resources and skills are needed to deliver effective training and development.


5. Turnover and Retention

It can be difficult to manage retention and turnover in commission-based sales teams because sales can be highly stressful. High turnover rates have the potential to alter team chemistry, lower productivity, and raise hiring and training expenses. To keep top-performing team members on board, business owners must offer opportunities for professional advancement, acknowledge both individual and group accomplishments, and promote a pleasant workplace culture.


“One of the true tests of leadership is the ability to recognize a problem before it becomes an emergency.” –  Arnold Glasow, author


Top Management Practices for Commission-Based Sales Teams:


1. Establish your Expectations

For efficient management of commission-based sales teams, clear expectations must be set. Owners of businesses must ensure that team members are aware of sales targets, customer contact expectations, and reporting needs. Clear expectations can prevent miscommunication, boost output, and promote success.


2. Provide Regular Input and Support

For managing performance and establishing a pleasant workplace culture, regular feedback and assistance are essential. Owners of businesses must teach and mentor underperforming team members, reward high-performing team members, and offer possibilities for professional advancement.


3. Encourage a Good Workplace Culture

For keeping top performers on the team and fostering teamwork, a healthy business culture is crucial. Company owners need to promote open communication and teamwork, reward team and individual accomplishments, and offer opportunities for work-life balance.


4. Make use of Technology

Using technology to manage commission-based sales teams can be quite beneficial. Customer relationship management (CRM) software, communication tools, and sales tracking software can all boost output, enable remote work, and offer insightful data on team performance.


5. Keep Current with Industry Trends

Effective management of commission-based sales teams requires being current on industry developments. Owners of businesses must stay current on market shifts, consumer needs, and industry rules. This can assist reveal insightful information about team performance and point up areas that need development.


“Management’s job is to convey leadership’s message in a compelling and inspiring way. Not just in meetings, but also by example.” – Jeffrey Gitomer, author 


Although managing commission-based sales teams can be difficult, business owners can drive performance and meet their sales objectives by adhering to best practices and remaining current with market developments. It’s crucial to strike a balance between the interests of the company and the team members and to maintain open lines of communication, support, and training. Business owners can create a high-performing commission-based sales staff that generates income and helps the company expand with the appropriate techniques.


It can be difficult for business owners to manage commission-based sales teams, but with the correct tactics and procedures, success is feasible. Clear expectations, regular feedback and assistance, a supportive workplace environment, the use of technology, and remaining current with market changes are all critical components of managing commission-based sales teams successfully. Business owners may create a high-performing sales force that generates money and helps the company expand by addressing these issues and putting best practices into place.


“Expect the best, plan for the worst, and prepare to be surprised.” –  Denis Waitley, motivational speaker

Managing a sales team requires a lot of patience and can be extremely stressful. If your business is in its early stages, you might be feeling out of your depth, so we’ve put together a list of 4 sales team management tips so that you can lead your team towards success.

Specialize early to grow sales

Your sales team is made up of individuals who each have their own skills that can contribute to your team in a positive way. It’s essential that you identify those strengths and weaknesses early on and segment your team accordingly as you grow. It’s also a good idea to ask your team members about their personal preferences – do they prefer to build rapport with small businesses or are they better at going after bigger leads? Your sales team will have the best chance at success if they are all utilizing their own unique skills.

Focus on training

Continuous training is essential to ensuring that everyone in your team is constantly up-to-date with their skills regarding product knowledge, prospecting, territory planning, professional communications, and opportunity management. Consistently developing the fundamentals of successful sales techniques should be a key element of your company culture so that sales performance goals and standards are met consistently throughout your team.

Be results-driven and offer incentives

When you’re growing your sales team, it’s essential to hire people with determination and drive that thrive in a transparent environment that is focussed on key sales metrics. When you gather a group of competitive people together to meet the same goal, it drives your entire company upwards. It’s important to emphasize the importance of results so that people are more focussed on productivity rather than activity.

While straight monetary incentives are great, you should also look at the “money can’t buy” options like gifts, gadgets and trips of a lifetime like a safari in South Africa.  Find out more about Cape Town Tourism here.

Use the volume-versus-value ratio

Your highest value team members (highest paid) should be focusing their time on the lowest volume activities that are the most important, such as securing partnerships and referrals and building relationships. Your lower value team members should instead be focused on higher volume activities that are less important, such as turning prospects into leads.

To fulfill your business’s potential and motivate your workforce, get in touch with our team at Commissionly today for more information about our sales commission software.