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Dr. Jim Weber
Business of Selling

Cash Difference Compensation Plan = Low Margins

By Dr. Jim Weber posted on June 14, 2012
In a survey conducted several years ago on how equipment dealers compensated their sales personnel, it was revealed that 30% of the dealers paid their sales personnel on the basis of salary while 28% of the dealers paid their sales force on the basis of "cash difference." While salaried sales compensation was the basis of last month's column, this column will explore the nuances associated with paying sales personnel on the basis of the cash difference that is "drawn"? on each transaction.
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Dr. Jim Weber
Business of Selling

What's Wrong with Salaried Sales Compensation Plans?

By Dr. Jim Weber posted on June 14, 2012
While the last installment of this column documented the general characteristics of a well thought out compensation plan, this column, and a few to follow, will address the three most prevalent forms of salespersonnel compensation. The series will conclude with a radical approach for progressive dealers who want to "think outside of the box."
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Earning the Respect of Your Employees

April 17, 2012

I've repeated this time and again, but I'm going to say it one more time: the favorite part of my job is talking with farm equipment dealers. The dealers I've visited with during the first part of this year from California to Canada and Montana to Iowa have only reinforced why I'm enjoying this job as much or more than the other three I've held since graduating from college nearly 40 years ago and I've liked each one of them very much.


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George Russell
Technology for Profit

Smart Uses for Smart Phones in the Dealership

By George Russell posted on April 11, 2012
Most dealer-principals and their salespeople use cell phones to speed up their communications and for customer convenience. But, what about cell phones for others in the dealership such as the service techs and the parts people?
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