Just curious if anyone here has a solid current Internet Sales Manager pay plan. With everything thats going on inside of todays dealerships, just looking for what you guys think is a good guide. Now a days everyone is a Internet customer so should the Internet Manager be paid like regular sales managers do? Just looking for some examples and curious what you guys think.
Define the role. "Internet Sales Manager" can be:
1. How I started in auto. I was the "Internet Sales Manager" but that meant I was working all web leads cradle to grave, on my own, managing the site, lead sources, worked my own deals (no desk) but I was also selling and being paid on those sales as a commissioned sales person. I managed no one. This would be a rare role today.
2. Leading an Internet Sales Department of cradle to grave sales people.
3. Leading the BDC or Internet Sales Department of appointment setters.
Currently, I have seven Sales Managers (desk, TO, finance, appraise) that have titles of "Sales Development Manager" who
champion their store's Internet and Phone performance because we have the floor open for all salespeople to take Lot-Ups, Internet Leads, and Phone Ups. They're managing lead flow, performance review, and holding accountability on process weekly. They do not like being called "Internet Sales Manager" because to them, that traditionally feels like a "not a real sales manager" role (example 1-3).
Regardless, if 30-40% of your Sales are coming from Internet (which they should) you should be making sure the person running that department is a legit baller and has the authority to hold everyone accountable and should have a seat at the sales manager table for the purpose of making Internet a priority. I think you pay them like a manager as well. In my experience, if you pay them off Appointment metrics, it drives a wedge between them and the floor. "You need to close better" "Your appointments are wear-outs" "You didn't log the visit" and all other mudslinging diminishes when someone in job example #2 and #3 is rowing in the same payplan structure as the sales managers. My two cents.
