The following article is based on Fred Titensor and Ryan Polete's presentation at the 2019 Dealership Minds Summit. To watch the presentation, click here.
“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. In fact, there’s a long-standing joke (and heard again at the 2019 Dealership Minds Summit) that most salespeople would rather have someone “messing around with their spouse than messing with their compensation package.”
That was acknowledged by Fred Titensor (Valley Implement) and Ryan Polete (H&R Agri-Power). In fact, Polete emerged from the sales ranks to Sales Manager, and admitted he was “right there” in the camp unhappy with the changes at the time, just as everyone tends to be.
The sales compensation plans at these very different dealerships — Valley Implement (4 locations) and H&R Agri-Power (17 stores) — are detailed below, as well as the reasons behind each plan’s selection.
Valley Implement’s Sales Comp Plan
H&R Agri-Power’s Sales Comp Plan
More Dealership Minds Summit coverage
No More Order Takers: Strategies for Motivating & Improving Your Sales Team
8 Factors for Cultivating & Promoting a Professional Culture of Excellence
Compensation Plans: A Tale of Two Dealerships
Van Wall Equipment’s Formula for Clear Sales Strategy
No Sales Left Behind: Using Tech to Boost Your Sales Team
Ritchie: Create a Team of Solution Sellers
Feed Your Sales Team — A Presentation From Shawn Skaggs
The On-Farm Visit: How to Get the Most from Client Face Time
Adding Specialized Product Lines Can Expand Your Customer Base
Getting the Salesforce Out of the Dealership & In Front of the Customer
Purchase Projections: Look Beyond the Sale
3 Ways to Get Your Aftermarket Team to Adopt a Sales Mentality
