Dealership Pay plan scenarios continue to vex everyone from dealer owners to salespeople. I come across killer BDC’s with dedicated agents going above and beyond their daily task lists. I meet BDC Managers controlling far more than how phones and leads should be handled, while overseeing entire technological deployment and marketing spends. Some of these professional are paid peanuts. We witness BDC and Internet departments yielding 40% of a store’s business, while influencing far more. Yet being paid half that of an average salesperson. It is time we close our eyes, forget about what positions have been paid ($$) in the past, and start structuring pay plans based on what profitability and value that position brings to the bottom line of the store? I’m not advocating that all BDC agents are paid more than sales professionals - yet (some, though, certainly deserve to be.) But I have found countless BDC reps who outperform most salespeople in value to the organization (quintupling outbound calls and task completions), and even more top performing Internet Directors paid under half of what the “chairborne” sales manager is. With pricing being posted transparently online, paying on commission is a disconnected strategy at best. Take a close look at who is truly generating the traffic and sales for the store. You may recognize that some positions are worth more than others to the bottom line. Is it time to pay accordingly?