“In this way sales, service, parts and technicians would be incentivised to support each other and work together as a single team for the benefit of the site and its customers. If one area missed a target, the end-of-year bonus would be reduced for the whole site.” 

This model, McMillan concedes, would place more fixed cost on a business, as it does for high street retail businesses.
“In a downturn, it might be less attractive, but in an upturn it limits the amount of commission payable, so it could be a case of ‘swings and roundabouts’.

“Those businesses which are still able to recruit great staff and deliver a consistently outstanding customer experience with the traditional remuneration model shouldn’t even consider changing, but for those struggling to recruit high-quality individuals, this could be a real alternative.”