One way to find a great outside salesperson is to ask your employees, friends and family this simple question: “Who is the best salesperson you know?” Many times, you will be able to get referrals that you can follow up on.

Top salespeople aren’t robots. They go through times when they need an extra boost of motivation. See how you can help them reach new levels.

Bob Clements leads a discussion at a recent Management Boot Camp about establishing a compensation program for your dealership support team based on a percentage of departmental costs.

Bob Clements of Bob Clements International leads a discussion at a recent Management Boot Camp about establishing a compensation program for your sales team based on salary caps. He also outlines how to set up a bonus program based on a percentage of net profit.

Bob Clements of Bob Clements International leads a discussion at a recent Management Boot Camp about establishing a compensation program for your parts team based on salary caps. He also outlines how to set up a bonus program based on increased parts sales for the current month compared with the same month last year.

Bob Clements of Bob Clements International leads a discussion at a recent Management Boot Camp about establishing a compensation program for your service team based on salary caps. He also outlines how to set up a bonus program based on technician efficiency and your recovered labor rate.

Sales managers need to abandon the conflict avoidance mindset and embrace productive conflict. Without this mental shift, they can’t push their salespeople to achieve their full potential.

Big Valley Tractor is Rural Lifestyle Dealer’s 2017 Dealership of the Year in the single-store category. Brian Lagorio, sales manager, talks about the financial metrics they watch and how they keep the entire dealership team involved.