Commission plans in dealerships

How to Build Customized Compensation Plans That Drive Sales

For Virginia Tractor, effectively motivating a sales team to achieve optimal performance means implementing a customized compensation plan for each salesperson.

By Maclaren Krueger posted on November 2, 2023 | Posted in Operations & Finance

Federico Lamas, the vice president and corporate sales manager for the 6-store John Deere dealership in Virginia and West Virginia, explains that properly and individually incentivizing your salespeople drives the best results both for the business and the employee.

H&R Agri-Power’s Sales Comp Plan

By Mike Lessiter posted on October 25, 2019 | Posted in Best Practices, Department Management

Ryan Polete, sales manager at H&R Agri-Power made a profound opening statement about sales compensation and motivations. “What I’m showing is really not a compensation plan that motivates people, but it will push their direction in the right way. That’s about all we can hope for on that. Money,” he says, “should motivate our sales force.”

Valley Implement’s Sales Comp Plan

By Mike Lessiter posted on October 24, 2019 | Posted in Best Practices, Department Management

Fred Titensor, COO, has 8 salespeople among his 4 stores, with average service of 15 years. “When I walk in the door, I see familiar faces,” notes the fourth-generation dealer about what may perhaps be a unique situation, “and they know what the goals are and what we want to do.”

Compensation Plans: A Tale of Two Dealerships

By Mike Lessiter posted on October 23, 2019 | Posted in Best Practices, Department Management

“It was the best of plans; it was the worst of plans.” To borrow from the words of Charles Dickens’, what may seem a no-brainer for the company’s well-being may feel like a penalty for the greenback-motivated salesman.

Negative Margin: Example & Explanation

Dealership Minds Summit Presenter Fred Titensor C.O.O., Valley Implement explains how his dealership’s used sales program works, even in a negative margin situation.

October 23, 2019 | Posted in Best Practices, Department Management

Dealership Minds Summit Presenter Fred Titensor C.O.O., Valley Implement explains how his dealership’s used sales program works, even in a negative margin situation.