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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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Dr. Jim Weber
Business of Selling

Compensation Systems

By Dr. Jim Weber posted on April 1, 2012
In addition to hiring the right person and clarifying the requisite objectives, tasks and responsibilities of the sales staff, another critical responsibility of the modern day sales manager is to develop a cogent and lucid compensation system that is easy to understand and rewards overachievers for their performance.
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From the Desk of Dave Kanicki

Optimism on the Rise

By Dave Kanicki posted on March 20, 2012 | Posted in Data & Forecasts
It seems many North American farm equipment dealers are surprising even themselves when it comes to how sales are holding up through the first part of 2012.
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