Before you decide to revamp your incentives process or pay plan, take a minute to look at your business with strategy in mind. Determine the strengths and weaknesses of your business. What aspect of your Dealership puts you ahead of the curve? Once you determine where that strength lies, focus your attention on all the components that make up that strength.
Use your strategic business plan to help you focus on the right segment of your employees. Don't waste resources by implementing company wide changes when you can hone in on one particular area that will greatly increase your ROI.
For example, the same incentives may not work across the board. Where are you doing the most business? What aspect of your dealership sells customers? Is it the excellent care they receive post purchase? If so, focus your attention on the shop. Offer incentives to your employees in the shop and think of additional incentives for your sales team to help focus attention on your shop.
It's all about standards. Determine your strategy on a grand scale, then bring it down to each level.