Flexible compensation lets staff choose
Shrinking profit margins as well as the need to attract
"risk-averse" young employees are prompting some
dealerships to shift — at least in part — away from
commission-based compensation for sales staff, industry experts
say. Fleming Ford, head of people and performance at ESiTrends, a
Florida consultancy that has worked with the Trillium Automobile
Dealers Association (TADA) in Ontario, said the shift to a salary
component allows dealerships to compete for talent with other forms
of retail. "People don't like risk anymore,"
Ford said, referring to millennials and their younger cohorts,
Generation Z. "When you don't feel safe, you can be coming
across as desperate and not providing that great customer
experience dealers are trying to provide."
