The way in which sales executives are paid in a dealership often has a major effect on the customer’s buying experience. A badly written plan can be disastrous, although it can often take some...

by Ian Allen As we are all too acutely aware, these are unprecedented times for automotive retail and, as such, there has never been a better time to revisit the way in which dealerships are run, and...

In today’s economic climate, it is vital to ensure your sales executive’s pay plan is focused on the key areas of profitability. Sticking with one pay plan throughout the year makes it...

If you allow your sales manager to pay ad hoc commissions (spot commissions on sticking used cars, weekend fast start commissions, etc) to incentive salespeople to move problem cars, you may end up...

Is your sales executive remuneration system designed to achieve the right results? Are you rewarding the right kind of activity? Most people do what benefits them the most. Especially salespeople! So...