Top 25 for ’25: Books We Love
Which one will you read (or gift) next? Our Top 25 Books for ’25 list is here! A handpicked list by the Sheppard & Company team of the ideas shaping our
The Leadership Reset: Slowing Down So You Can Lead Forward
There’s a moment every December, usually sometime between the final sales push and the holiday closure, when the pace finally breaks. By now, you should be very close to or
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.