Strategic Clarity Is a Team Sport
How Most Annual Plans Get Built. This article demonstrates how the best dealers don’t plan alone and how peer learning turns good plans into executable ones. Every year, I see
Why Your Leadership Team Is Busy, But Not Aligned
I don’t know a single dealer executive who isn’t working hard. Leadership teams are stretched thin. Calendars are full. Days are long. Most leaders feel like they’re carrying more than their fair share, and in many cases,
Your 2026 Results Are Already Locked In
They’re Sitting in Your Training Plan There’s a line often quoted in military and leadership circles that I think about every January: “We don’t rise to the level of our expectations;
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