This document discusses using objective data to create effective performance plans and compensation models for dealership staff. It emphasizes the importance of aligning team objectives with business strategy and reflecting them in evaluations and pay plans. The document recommends organizational development strategies for attracting, hiring, and training top internet sales professionals. Specific tools and processes used by highly successful dealers are presented, including defining roles and pay structures. The role of phone contact in closing sales is highlighted. Process mapping, tracking performance metrics, and staffing appropriately to handle lead volumes are also covered.