Although more auto retailers are adopting salary-based compensation strategies to attract and retain employees seeking stable incomes, sales commissions are still key to dealerships, and that could be particularly true in an uncertain economy.
The 2023 Automotive News Canada Retail Salary Survey, which polled 655 dealership staff in various roles, found commissions comprise more than half of some employees’ compensation. New-car managers reported the highest percentage at 54.7 per cent of earnings.
“It’s probably going to become more prevalent. As you go through economic times, it’s far less risk to an employer. If I can say a $30,000 base salary with a higher commission ... if you make the sales, great. If you don’t, worse case, I’m out $30,000. “I think that the performers really like [commission], absolutely, because then it’s that eat-what-you-kill mentality,” Rees said. “They’re driven by the numbers.”
“We’re finding those established salespeople really just want that commission; they already know their capability.” Some McManes dealerships are experimenting with pay plans that reward employees based on the overall success of the dealership rather than their individual results, Byrne said.
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