Working Your Car Sales Pay Plan For More Income

Car sales pay plans are like opinions; everybody has a different one. However, there is one thing you can’t ignore. You should be working your car sales pay plan for all it’s worth. I am not talking about doing anything sneaky or underhanded but about getting the most out of what is yours. Knowing where you stand and what to do to hit your next bonus is essential for making the most money humanly possible when selling cars.

car sales pay plan

The GM or the General Sales Manager of your dealership or both of them have carefully thought about the pay plan you work under. They expect the sales staff to look for every opportunity to maximize their income. They have calculated and run through many scenarios before they put your compensation structure in place. The basic premise is to reward the top car salesperson and give a taste to a few runners-ups to motivate them to achieve even more.

Get More From Your Car Sales Pay Plan

You owe it to yourself to look for every way to increase your income. Too many salespeople do their best to sell as many vehicles as possible with as much gross as possible, but they often fail to strategize the possibilities that might be within their grasp. Many salespeople know how many more cars they need to make their volume bonus, but there might be more. Your specific salesperson pay plan has a lot to do with it. Still, after going over and helping dealers develop their pay plans, I have found that far too many salespeople leave their bonuses to chance rather than maximize their potential.

Does your car salesperson pay plan provide incentives for selling aged pre-owned cars? How about something extra for selling demos? Do used cars pay more than new cars or new more than used ones? Is there a bonus for the “Salesperson of the Month”? Are there rewards for selling after-market products such as rust-proofing, paint protection, or fabric protection? Maybe a dividend for accessories? Perhaps there is a preferred mix of new and used cars that will increase your compensation.

Since there are so many different sales pay plans in effect today. I can’t provide you with a formula or tips on how to work your specific compensation structure. I can tell that you need to know all the details of your particular pay method. Please make yourself aware of all the possibilities and make the most of them. I am sure that some of you are already on top of working your car salesperson pay plan. But I thought everyone who sells cars today should give it some thought.

Maximize Your Car Sales Pay

When it makes sense, switch those that can be changed to an option that will pay more. Sell a new instead of a used car or vice versa, and make sure you put as much effort into selling the extras as you put into selling the car. Stop hoping for an excellent end-of-month bonus and start maximizing your efforts in the direction that pays you what you are worth.

Nobody looks forward to selling a “Mini,” but if you have a pay plan that allows you to sell add-ons and extras, you might be able to double or even triple the pay you would receive by selling a “mini.” Learn to look for all the possibilities and work the car sales pay plan you currently have. You will be surprised that you could add five, ten, or more thousand dollars to your car salesman’s yearly income. Top salespeople across the industry are always looking for ways to escalate their commissions, and you should, too.

Later, Fresh Up on the Lot,



Scott · June 22 at 11:36 am


Jump in with both feet. I took the risk in January and got into the car business and wish now I had done this ten years ago when I was too scared to. Great money, great opportunity. It isn’t easy work, but it is rewarding. Go for it!

Joseph · June 1 at 8:40 am

Hey just wanted to say your information is awesome. I have been researching this industry because i`m thinking about getting into it. I’m in Calgary Alberta Canada. I`m trying to gather as much insight from people as yourself to see if this is something I`d like to do. I just got laid off after 8 years with the same company in the restaurant industry and I think I`d like to try something different. I am open to any suggestions, ideas, tips or anything for possibly a newbie to the business. Thanks again. J

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