Besides offering incentives to encourage behaviors that a dealership wants more of, he says: “A pay plan’s job is to market the position or the career path as a desirable one. I’m on my soapbox to get dealers to understand that they need to market their jobs like products and consider job applicants like consumers of products. The consumer base for a full commission pay plan is very different than the consumer who is attracted to a base pay plus bonus plan.” Robinson advocates more base pay.
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