[Video] Dealer-to-Dealer Panel: Compensation Plans That Ignite Sales

As the equipment market continues to change, it’s vital to assess if your sales compensation plan is the right fit for today’s sales environment. This session details 2 dealership sales managers with different compensation structures and what each plan uniquely brings to their dealership.

Zane Watson, Farmers Implement & Irrigation, Brookings, S.D. – New Holland and Kubota dealer Farmers Implement & Irrigation rolled out a “washout cycle” sales compensation plan in 2020, around the same time Zane Watson was promoted to sales manager. The new program, says Watson, “keeps our salespeople actively working to move trades that they could otherwise lose interest in selling. Since the new comp plan was implemented, it’s moved our used inventory turns move faster and at a higher margin than ever before” while incentivizing the team to make better trades with a closer eye on reconditioning costs.

Pierce Randall, Salem Farm Supply, Salem, N.Y. (Dealership of the Year Alumni Group) — On the other end of the spectrum, Pierce Randall says Salem benefited the most from paying its sales staff a straight salary. Pierce has worked in traditional commission-based structures and understands its pros and cons.

“I believe there should always be a relationship…