Why Your Dealership Culture Is Failing You
On the surface, your dealership culture might look great. Everyone gets along. Meetings are smooth. People don’t argue. There’s “alignment” in the leadership team. But a culture that feels comfortable
The Power of a Well-Designed Compensation Plan—And How to Get It Right
Designing a sales commission plan is a complex and strategic task that requires careful consideration of multiple factors. It involves striking a delicate balance—motivating your sales team, managing market fluctuations,
Kill the Lone Wolf: Why Your PSSR Comp Plan Is Sabotaging Growth
Let’s cut to the chase: if your Product Support Sales Reps (PSSRs) still operate on a “kill what you eat” model, you’re leaving serious money—and long-term customer loyalty—on the table.
Managing PSSRs Effectively: A Guide for PSSR Managers
A well-managed Product Support Sales Representative (PSSR) team can be the driving force behind increased revenue, stronger customer relationships, and long-term business success. However, managing PSSRs requires more than just
A Day in the Life of a PSSR: The Grind, The Glory, and The Gap
Every morning, you wake up with a mission: to bridge your customer’s needs and your dealership’s ability to solve their problems and support their equipment. But let’s be real—this isn’t
How a PSSR Can Transform Customer Relationships and Revenue
“I just can’t seem to make money with the PSSR role. I don’t see the value, and I’m not sure my customers do either.” So said a frustrated dealer principal
Burning Matches: How to Make Change Stick at Your Dealership
My kids are competitive swimmers, and my daughter loves the long course (400 meters plus). As an endurance athlete, she thrives in the aerobic phase – streamlined stroke, steady breathing,
Raising the BAR in 2024: Are you clearing the jump or dragging your feet?
Nine actions I recommended dealers take to raise their BAR in 2024.
The Power of Brand Promise: A Must-have for Your Dealership in 2024
It’s not just a catchy tagline or a logo slapped onto a brochure. No, it’s the very essence of what your dealership stands for, the bedrock upon which customer loyalty
Equipment Dealer Principals: 7 Signs You’re Ready for an Executive Coach?
If you’re contemplating whether it’s the right time to engage an executive coach or even what an executive coach can do for you, here are seven signs indicating you might