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You use pay plans to get salespeople to focus on the areas that are important to you.  Obviously, profit is first.  We paid on the back, lease conversions, under allowances, CSI  and volume. 

"We have always done it this way group"? I was an early adopter to the internet.  Everything I learned was through trial and error.  Some things worked and others didn't.   

Dealerships fall into three groups, the market leaders, the average dealer and the sub-par dealerships.  By far, the smallest group is the market leader.  People and culture set them apart.  These people know what they are doing and are willing to put in the work.  They don't accept mediocrity and change is a constant.

I love salespeople and my greatest joy was helping them be successful.  I have no time for clerks.