I’m curious as to how various dealerships are counting Internet deals for pay?
We use a simple system: If a customer submits an Internet Inquiry, we require either a direct phone conversation with the customer be logged into our CRM or have two email responses from the customer. We also count phone calls that originate from various web sites/lead generators as deals worthy for compensation in the Internet department. Basically, it is an Internet deal when either two emails or a phone call are logged in the CRM. My staff is only paid on sold units that they had a provable hand in selling, and we audit the inputs into the CRM.
From speaking to many other dealers over the past few years it sounds like we are a bit more stringent in this area than others.
Director of eCommerce – Checkered Flag Motor Car Corp.