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Auto Dealership Sales and Service Commissions Best Practices: Part VI

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Author: Michael Stus, Managing Partner

The sales and service commissioning process should be an integral part of strategic operation of an automotive dealership. The most successful auto dealership groups and stores employ key best practices when it comes to paying commissions to their sales and service personnel. What are some of these key best practices when it comes to paying commissions to sales and service representatives? Here one such best practice in a multi-part series.

Data Integration with Key Systems

Commission plan components that rely on data maintained in other systems are most effectively administered when tight integration exists between these systems and the commissioning process. Front end gross, back end gross, rep longevity, and other similar data points are frequently used in sales commissioning calculations. Auto dealership groups exercising best practices systematically pull this data from the owning systems (eg. CDK, Dealertrack, Reynolds and Reynolds, Auto/Mate, eLeads, ProfitNet, etc.) into the commission calculating system rather than relying on manual entry, which is prone to error and fraud.

 

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